Senior Manager, Deal Desk, EMEA

About the role

GitLab is seeking an experienced and empathetic leader to manage and grow the EMEA Deal Desk team. This role serves as the primary liaison between Sales and Finance, supporting quoting, pricing, and booking transactions while ensuring the function scales with the company's growth.

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.

Required skills

• Deal Desk
• Pricing Strategy
• Revenue Operations
• Sales Operations
• Finance Operations
• SaaS pricing models
• CRM
• CPQ
• Field Operations

Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

About the Company

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