Senior Manager, Deal Desk, EMEA - GitLab

About GitLab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

Overview of this Role

GitLab's Deal Desk team partners closely with our Field Organization to support Quoting, Pricing and booking transactions. This team serves as the primary liaison between our Sales & Finance teams and is responsible for the efficient, accurate and timely sales bookings. As part of the larger Revenue Operations team, the Deal Desk team supports our constantly changing and complex business as we launch new products, implement new processes and expand into new countries.

We're looking for an experienced, dedicated and empathetic leader to manage and grow our EMEA Deal Desk team. Our team is distributed across various European countries, maintaining SLAs and supporting our EMEA sales teams as GitLab's customer base continues to grow.

What You'll Do

• Team Leadership: Lead the EMEA Deal Desk team, including hiring, enablement, operating rhythm, and ongoing iteration of the function within the region.
• Service Model Ownership: 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.
• Escalation Management: Serve as the regional escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity.
• Global Alignment: Partner with the Global Deal Desk leader and peer regional managers to ensure EMEA practices stay aligned with global policy while reflecting regional nuances (currency, local terms, data residency, etc.).
• Strategic Advisory: Act as a strategic advisor to Sales leadership on deal quality, pricing discipline, exception handling, and commercial strategy in support of healthy revenue growth.
• Insights & Analytics: 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.
• Operational Execution: 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.

What You'll Bring

• Leadership Experience: Several years of manager experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function in enterprise SaaS, ideally with EMEA or multi-country exposure.
• Proven Track Record: Success leading Deal Desk teams supporting complex, fast-growing sales organizations and cross-functional stakeholders.
• SaaS Commercial Expertise: Solid understanding of SaaS pricing models, including per-seat, tiered, multi-year, and usage-based pricing, and the ability to apply pricing strategy into scalable commercial policy.
• Financial & Compliance Acumen: Working knowledge of bookings policy, revenue recognition principles, audit readiness, and public-company compliance requirements.
• Systems & Workflows: Experience operating or improving approval workflows, escalation paths, SLAs, deal review processes, and CRM or CPQ-enabled quoting operations.
• Commercial Judgment: Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions common in EMEA.
• Communication & Influence: Strong communication skills, with the ability to tell a clear story from data, influence stakeholders, and drive alignment in ambiguous situations.
• People-First Mindset: A customer-focused, solutions-oriented mindset with strong emotional intelligence and experience leading a regional team through change.

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave