Director, Enterprise Applications (Quote to Cash)
Overview of the role
The Quote to Cash (QTC) IT Leader is responsible for leading the design, implementation, and optimization of end-to-end Quote to Cash processes and technology solutions. This role requires a strong understanding of sales operations, billing, revenue recognition, and financial processes, ensuring seamless integration between CRM, CPQ, ERP, and other enterprise systems. The ideal candidate will work closely with cross-functional teams to drive business transformation, system scalability, operational efficiency, enhance customer satisfaction, streamline go-to-market (GTM) processes, and accelerate revenue growth for the company.
Job Grade
The Director, Enterprise Applications (Quote to Cash) is a grade 10.
What You’ll Do
- Lead the IT strategy and roadmap for Quote to Cash, aligning with business objectives and growth initiatives.
- Craft and articulate a compelling vision for the Quote to Cash Technology domain, mapping out a transformative plan that improves how products are brought to customers and partners.
- Oversee the architecture, implementation, and management of QTC technology solutions, including CPQ, billing, contract management, and ERP integrations.
- Collaborate with Sales, Finance, and Operations teams to streamline processes and enhance system capabilities.
- Manage system configurations, enhancements, and custom developments to meet business needs.
- Drive automation and efficiency improvements across the QTC lifecycle.
- Ensure compliance with financial regulations, revenue recognition standards, and audit requirements.
- Provide leadership and direction to IT teams and external vendors in delivering QTC solutions.
- Monitor system performance, identify potential risks, and implement mitigation strategies.
- Stay informed on industry trends and emerging technologies to drive continuous improvement.
- Define and deliver analytics on Q2C success metrics from various sources, including quote velocity, operational metrics, automation efficiency, and pricing/packaging trends.
What You’ll Bring
- Bachelor’s or Master’s degree, preferably in Computer Science, Information Technology, Computer Engineering, or related IT discipline.
- Industry certifications a plus: Salesforce, PMP, ITIL, CISSP or similar certification.
- 8+ years of experience in IT leadership roles, with a focus on Quote to Cash or related enterprise processes.
- Expertise in the QTC ecosystem: Salesforce, CPQ, Billing (Zuora), ERP (SAP, Oracle, or NetSuite), CLM (DocuSign, Ironclad), Commissions (Xactly).
- Experience with financial systems, revenue recognition, and contract management.
- Experience leading and managing an IT organization or Applications group at a fast growing high technology company.
- Be a self-starter, and thrive in a fast paced environment, customer centric and have the interpersonal skills necessary to manage business and technology relationships.
- Proven ability to lead cross-functional teams and manage complex IT projects.
- Strong problem-solving, analytical, and communication skills.
- Strong collaboration and communication skills, including experience with executive-level presentations.
- Thorough understanding of financial & legal booking requirements.
- Experience with Deal Desk/Quoting Operations, Partners, Channel Management, GTM strategies, Invoicing, Revenue Recognition, and cash collections.
- Familiarity with Agile methodologies and DevOps practices is a plus.
Preferred Skills
- Experience in a high-growth or SaaS environment.
- Knowledge of subscription-based revenue models and ASC 606 compliance.
- Hands-on experience with middleware and integration platforms (Workato, MuleSoft, Boomi, etc.).
- Architecture Review, change management, and process improvement expertise.
How GitLab will support you
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you’re excited about this role, please apply and allow our recruiters to assess your application.
Performance Indicators (PI)
- New Hire Location Factor < 0.69
- % of team who self-classify as diverse
- Discretionary bonus per employee per month > 0.1
- Cost Actual vs Plan
- System roll out vs plan
Hiring Process
Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
About GitLab
GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.
Top 10 Reasons to Work for GitLab:
- Mission: Everyone can contribute
- Results: Fast growth, ambitious vision
- Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
- Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
- Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
- Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
- Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
- Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
- Work/Life Harmony: Flexible workday, Family and Friends days
- Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices
See our culture page for more!
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