SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
GitLab is seeking an experienced Senior Manager to lead and grow the EMEA Deal Desk team. The Deal Desk function is central to GitLab's revenue operations, partnering with Sales and Finance to manage quoting, pricing, and booking transactions for a fast-growing public company with 50+ million registered users and 50%+ of Fortune 100 customers.
In this role, you will lead a distributed EMEA Deal Desk team across multiple European countries, owning the end-to-end service model for deal management and order processing. You'll be responsible for hiring, enablement, and continuous iteration of the function while maintaining SLAs and supporting rapid regional growth. Key responsibilities include:
• Lead the EMEA Deal Desk team with full ownership of hiring, enablement, operating rhythm, and functional evolution
• Own the end-to-end service model for Deal Desk and Order Management across EMEA, ensuring scalability with the complexity and control requirements of a 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 align EMEA practices with global policy while accommodating regional nuances (currency, local terms, data residency)
• Act as a strategic advisor to Sales leadership on deal quality, pricing discipline, exception handling, and commercial strategy
• Create and deliver executive-ready insights on deal quality and pricing effectiveness, including discount trends, cycle times, exception rates, and approval bottlenecks
• Ensure complex deal structures are operationalized cleanly in downstream systems with clear handoffs into billing, fulfillment, revenue recognition, and customer execution
GitLab embraces AI as a core productivity multiplier, with all team members expected to incorporate AI into daily workflows. The company values high performance, continuous knowledge exchange, and a culture where every voice is valued.
REQUIREMENTS:
• Several years of manager-level experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or closely related quote-to-cash functions 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 (per-seat, tiered, multi-year, usage-based) and 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 ability to tell clear stories from data, influence stakeholders, and drive alignment in ambiguous situations
• Customer-focused, solutions-oriented mindset with strong emotional intelligence and experience leading regional teams through change
