Senior Director, Deal Desk

About the Role

In this role, you will work closely with cross-functional teams, including Sales, Finance, Product, Pricing, Legal, Sales Operations, Enterprise Applications, Fulfillment, and Customer Experience. Your goal will be to set commercial guardrails, approvals, systems requirements, and field enablement that support GitLab's transition toward a consumption-first go-to-market model.

As a leader in this organization, you will shape how Gitlab supports complex deals globally, improve consistency across processes and systems, and strengthen the operating model that enables the field to move faster without compromising policy, margin, or customer experience.

What You Will Do

• Lead the global Deal Desk organization, including managers and regional teams, and own the hiring, enablement, operating rhythm, and ongoing evolution of the function.
• Own the end-to-end service model for Deal Desk and Order Management, ensuring the team can support increasing deal complexity while maintaining speed, consistency, and control.
• Serve as the executive escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity.
• Own the commercial operating model for consumption-priced and hybrid offers, including standard deal patterns, approval thresholds, exception paths, and field guidance for non-standard structures.
• Partner with Product and Pricing to translate pricing and packaging strategy into executable commercial rules, approval matrices, quoting workflows, and systems requirements for new products, bundles, and services.
• Collaborate with Sales Operations to design and implement scalable processes, systems, and analytics that support the Deal Desk and Sales teams.
• Develop and maintain relationships with key stakeholders, including Sales, Finance, and Product leaders, to ensure alignment and effective communication.
• Stay up-to-date on industry trends, best practices, and emerging technologies, applying this knowledge to continuously improve the Deal Desk function and Gitlab's commercial capabilities.

What We Are Looking For

• 10+ years of experience in a commercial leadership role, preferably in a technology or software company.
• Strong understanding of deal structuring, pricing, and quoting, with experience in managing complex sales transactions.
• Expertise in Salesforce, Adjust, and Excel, with the ability to learn and adapt to new tools and systems.
• Proven track record of leading high-performing teams, with a focus on enablement, operating rhythm, and ongoing evolution.
• Strong communication and interpersonal skills, with the ability to collaborate with cross-functional teams and stakeholders.
• Experience in managing and analyzing large datasets, with the ability to apply data-driven insights to inform commercial decisions.
• Strong business acumen, with a deep understanding of the intersection of technology and business.

Nice to Have

• Experience in managing consumption-based or subscription-based deals, with a focus on scalability and operational efficiency.
• Knowledge of emerging technologies, such as AI and machine learning, and their application in commercial contexts.
• Certification in a relevant field, such as sales operations, pricing, or deal management.
• Experience in working with remote teams, with a focus on virtual collaboration and communication.

Benefits and Perks

• Competitive salary and benefits package.
• Opportunity to work with a leading technology company, with a strong mission and values.
• Collaborative and dynamic work environment, with a focus on innovation and continuous learning.
• Flexible working hours and remote work options, with a focus on work-life balance.
• Access to cutting-edge technologies and tools, with opportunities for professional growth and development.
• Comprehensive health and wellness programs, with a focus on employee well-being.
• Generous paid time off and holiday schedule, with a focus on employee satisfaction and retention.

• Tip: Highlight your experience in managing complex sales transactions, and be prepared to provide specific examples of your deal structuring and pricing expertise.
• Tip: Familiarize yourself with Gitlab's products and services, and be prepared to discuss how you can apply your skills and experience to drive commercial strategy and operational execution.
• Tip: Showcase your ability to collaborate with cross-functional teams, and highlight your experience in managing and analyzing large datasets to inform commercial decisions.
• Tip: Be prepared to discuss your experience in managing consumption-based or subscription-based deals, and highlight your understanding of scalability and operational efficiency.
• Tip: Consider highlighting any relevant certifications, such as sales operations, pricing, or deal management, and be prepared to discuss how you can apply your knowledge and skills to drive commercial success.
• Tip: Research Gitlab's company culture and values, and be prepared to discuss how your own values and approach align with the company's mission and goals.