At a glance
- Workplace
- Remote
- Location
- Remote Ireland · Remote · EMEA
About the role
- GitLab is seeking an experienced, dedicated, and empathetic leader to manage and grow the EMEA Deal Desk team.
- The Deal Desk team partners closely with the Field Organization to support quoting, pricing, and booking transactions, serving as the primary liaison between Sales and Finance teams.
- The role involves leading the regional team, owning the end-to-end service model, and acting as a strategic advisor to Sales leadership on commercial strategy and deal quality.
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.
Requirements
- 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 success leading Deal Desk teams supporting complex, fast-growing sales organizations and cross-functional stakeholders.
- 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.
- Working knowledge of bookings policy, revenue recognition principles, audit readiness, and public-company compliance requirements.
- Experience operating or improving approval workflows, escalation paths, SLAs, deal review processes, and CRM or CPQ-enabled quoting operations.
- Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions common in EMEA.
- Strong communication skills, with the ability to tell a clear story from data, influence stakeholders, and drive alignment in ambiguous situations.
- A customer-focused, solutions-oriented mindset with strong emotional intelligence and experience leading a regional team through change.
Benefits
- 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
Workplace
- Remote role based in Ireland or other EMEA locations.
Skills
- CRM
- CPQ
