EMEA Deal Desk Lead — Pricing & Revenue Ops

Gitlab; United States; Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation

Parental Leave

Job summary

GitLab is seeking an experienced leader to manage and grow our EMEA Deal Desk team within the Revenue Operations function. You’ll oversee end-to-end deal support, pricing, and quoting processes across multiple countries, driving scale and governance in a fast-growing public SaaS company.

The role requires strong pricing discipline, cross-functional influence, and a strategic mindset to partner with Sales leadership and regional managers while aligning with global policy and local nuances.

Qualifications

• Several years of manager experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, or Finance Operations, ideally with EMEA or multi-country exposure.
• Proven success leading Deal Desk teams supporting complex, fast-growing sales organizations.
• Solid understanding of SaaS pricing models, including per-seat, tiered, multi-year, and usage-based pricing.
• Working knowledge of bookings policy, revenue recognition principles, audit readiness, and public-company compliance requirements.
• Experience operating or improving approval workflows, escalation paths, SLAs, and CPQ-enabled quoting operations.

Responsibilities

• Lead the EMEA Deal Desk team, including hiring, enablement, operating rhythm, and ongoing iteration of the function within the region.
• Own the end-to-end service model for Deal Desk and Order Management across EMEA, ensuring the function scales with the complexity, pace, and control requirements of a fast-growing public company.
• Serve as the regional escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity.
• Partner with the Global Deal Desk leader and peer regional managers to ensure EMEA practices stay aligned with global policy while reflecting regional nuances.
• Act as a strategic advisor to Sales leadership on deal quality, pricing discipline, exception handling, and commercial strategy in support of healthy revenue growth.
• Create and deliver executive-ready insights on deal quality and pricing effectiveness, including discount trends, cycle times, exception rates, approval bottlenecks, and the business impact of pricing decisions.
• Ensure complex deal structures can be operationalized cleanly in downstream systems and processes, with clear handoffs into billing, fulfillment, revenue recognition, and customer-facing execution.

Skills

Deal Desk leadership

Pricing strategy

Revenue Operations

SaaS pricing models

CRM/CPQ software

Stakeholder management

Communication skills

Emotional intelligence

Tools

CRM/CPQ software

Job description

GitLab is seeking an experienced leader to manage and grow our EMEA Deal Desk team within the Revenue Operations function. You’ll oversee end-to-end deal support, pricing, and quoting processes across multiple countries, driving scale and governance in a fast-growing public SaaS company.

The role requires strong pricing discipline, cross-functional influence, and a strategic mindset to partner with Sales leadership and regional managers while aligning with global policy and local nuances.