Deal Desk

Levels

Deal Desk Specialist

The Deal Desk Specialist reports to Manager, Deal Desk.

Deal Desk Specialist Job Grade

The Deal Desk Specialist is a grade 5.

Deal Desk Specialist Responsibilities

  • Serves as the trusted advisor to the Sales team on deal structure and quoting, advises the team on alternative contract options, and/or value propositioning to help drive deal closure.
  • Monitors the Sales Support Slack channel to provide general assistance and advice on common deal questions and Quote to Cash process questions
  • Monitors the Sales Support case queue in Salesforce, consistently maintaining case SLAs
  • Partners with Field Sales to accelerate quoting process through operational efficiencies, training calls
  • Collaborates with impacted parties to identify solutions for common Quote to Cash errors
  • Personal Growth / Projects
    • As time allows, focus on Quote to Cash process automation and improvement

Deal Desk Specialist Requirements

  • Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
  • Demonstrated ability to partner with GTM Teams and other cross functional departments
  • Experience in Direct and Channel Sales model is highly desirable
  • Basic understanding of revenue recognition rules
  • Highly organized, customer-focused, innovative and strong attention to details
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Ability to prioritize and effectively manage distractions
  • Strong quantitative skills and highly proficient in gSuite, Salesforce.com
  • Basic knowledge and understanding of a CPQ tool
  • Interest in GitLab, and open source software, ability to use GitLab
  • You share our values, and work in accordance with those values

Deal Desk Specialist Performance Indicators

  • Sales Support Case SLA
  • Sales Support Slack SLA
  • Field Satisfaction
    • Responsiveness to cases
    • Efficiency in resolving issues
    • Transparency in addressing ongoing problems, SLAs, and field expectations

Deal Desk Analyst

The Deal Desk Analyst reports to the Manager, Deal Desk.

Deal Desk Analyst Job Grade

The Deal Desk Analyst is a grade 6.

Deal Desk Analyst Responsibilities

  • Extends that of the Deal Desk Specialist responsibilities
  • Collaborates with impacted parties to identify acceptable options to facilitate deal closure
  • Maintains and enforces agreed upon departmental review and approval SLAs
  • Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
  • Monitors the Sales Support Slack channel to provide assistance and advice on complex deal questions and advanced Quote to Cash related matters
  • Monitors the Sales Support Case queue, consistently maintaining case SLAs and handling complex and/or non-standard requests.
  • Partners with Sales Operations and Sales Systems teams to facilitate process and system improvements
  • Delivers relevant training to new and existing Sales reps on Deal Desk, Order Booking, and overall QTC best practices
  • Represents Sales Operations / Deal Desk in QBRs and other regional Sales team meetings
  • Personal Growth / Projects
    • Focus on Quote to Cash process automation and improvement, improving day to day tasks for Sales / Deal Desk

Deal Desk Analyst Requirements

  • Demonstrated success in the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
  • Demonstrated success partnering with GTM Teams and other cross functional departments
  • Experience in Direct and Channel Sales model
  • Strong understanding of software revenue recognition and order process principles required
  • Highly organized, customer-focused, innovative and strong attention to details
  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
  • Interest in GitLab, and open source software, ability to use GitLab
  • You share our values, and work in accordance with those values

Deal Desk Analyst Performance Indicators

  • Sales Support Case SLA
  • Sales Support Slack SLA
  • Field Satisfaction
    • Responsiveness to cases
    • Efficiency in resolving issues
    • Transparency in addressing ongoing problems, SLAs, and field expectations

Senior Deal Desk Analyst

The Senior Deal Desk Analyst reports to the Manager, Deal Desk.

Senior Deal Desk Analyst Job Grade

The Senior Deal Desk Analyst is a grade 7.

Senior Deal Desk Analyst Responsibilities

  • Extends that of the Deal Desk Analyst responsibilities
  • Acts as key advisor for the Field Sales and Deal Desk teams
  • Manages complex deals from concept to booking, including deal structure, quoting, pricing, and partnering with the Order Management team to ensure the deal is correctly booked.
  • Maintains and enforces agreed upon departmental review and approval SLAs
  • Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
  • Oversees the Sales Support Slack channel to provide assistance and advice on complex deal questions and advanced Quote to Cash related matters
  • Oversees the Sales Support Case queue, consistently maintaining case SLAs and handling complex and/or non-standard requests.
  • Partners with Sales Operations and Sales Systems teams to facilitate process and system improvements, sales enablement and other special projects related to Quote to Cash
  • Delivers relevant training to new and existing Sales reps on Deal Desk, Order Booking, and overall QTC best practices
  • Responsible for training and onboarding new Deal Desk Hires
  • Represents Sales Operations / Deal Desk in QBRs and other regional Sales team meetings
  • Leads regular trainings, AMAs, office hours, and other Deal Desk enablement functions
  • Personal Growth / Projects
    • Focus on Quote to Cash process automation and improvement, broader Field Operations projects, and working with cross functional teams at GitLab

Senior Deal Desk Analyst Requirements

  • Proven success in the Enterprise SaaS/B2B Industry - Deal Desk experience required
  • Proven success partnering with GTM Teams and other cross functional departments
  • Proven success in Direct and Channel Sales models
  • Strong understanding of software revenue recognition and order process principles required
  • Highly organized, customer-focused, innovative and strong attention to details
  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
  • Interest in GitLab, and open source software, ability to use GitLab
  • You share our values, and work in accordance with those values

Senior Deal Desk Analyst Performance Indicators

  • Sales Support Case SLA
  • Sales Support Slack SLA
  • Field Satisfaction
    • Responsiveness to cases
    • Efficiency in resolving issues
    • Transparency in addressing ongoing problems, SLAs, and field expectations

Manager, Deal Desk

The Manager, Deal Desk reports to the Senior Manager, Deal Desk.

Manager, Deal Desk Job Grade

The Manager, Deal Desk is a grade 8.

Manager, Deal Desk Responsibilities

  • People Manager to regional Deal Desk Specialist, Deal Desk Analyst, Senior Deal Desk Analyst roles, Order Management Specialist, and Senior Order Management Specialist roles.
  • Serves as the primary advisor to Regional Field Team on all deal related matters, advising the team on alternative contract options, and/or value propositioning to help drive deal closures
  • DRI to all Quote to Cash projects within supported region - responsible for delegating projects to team when applicable, reporting status of project to Sr. Manager Deal Desk
  • Owns day-to-day quote management and pricing approvals for the applicable region, ensuring compliance with published sales and business approval policies
  • Acts as point of escalation for regional deal-related matters
  • Advises on approval processes, approves exceptions as necessary
  • Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
  • Develops and drives initiatives to improve productivity, Deal Desk improvements, company deal policies and simplifying processes throughout the Sales Operations and Sales Organization
  • Oversees Monthly Reconciliation processes
  • Partners with Sales Operations on process/system improvements, sales enablement and special projects
  • Delivers relevant training to new and existing Sales reps on Deal Desk, Order Booking, and overall QTC best practices
  • Represents Sales Ops / Deal Desk in Regional Leadership QBRs

Manager, Deal Desk Requirements

  • Proven success managing a Deal Desk function in the Enterprise SaaS/B2B Industry
  • Proven success partnering with GTM Teams and other cross functional departments
  • Strong experience in Direct and Channel Sales models
  • Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams.
  • Strong understanding of software revenue recognition and order process principles required
  • Highly organized, customer-focused, innovative and strong attention to details
  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
  • Interest in GitLab, and open source software, ability to use GitLab
  • You share our values, and work in accordance with those values

Senior Manager, Deal Desk

The Senior Manager, Deal Desk reports to the Sr. Director, Sales Operations.

Senior Manager, Deal Desk Job Grade

The Senior Manager, Deal Desk is a grade 9.

Senior Manager, Deal Desk Responsibilities

  • Extends that of the Manager, Deal Desk responsibilities
  • Managing cross functional projects to improve the entire Quote to cash process
  • Create and deliver sales enablement on topics related to quoting, deal closure and bookings policy
  • Implement new software and software enhancements to support Sales needs
  • Work with finance to enforce and iterate on our bookings policies
  • Serve as principal liason with financial compliance teams

Senior Manager, Deal Desk Requirements

  • Extends that of the Manager, Deal Desk requirements
  • Demonstrated progressive proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
  • Familiarity with pre-IPO compliance topics
  • Strong executive presence

Specialties

Deal Desk Analyst (Alliances) Job Grade

The Deal Desk Analyst (Alliances) is a grade 6.

Deal Desk Analyst (Alliances) Responsibilities

  • Extends that of Deal Desk Analyst, while placing emphasis on Alliances deals.
  • Collaborates with impacted parties to identify acceptable options to facilitate Alliance deal closure
  • Manages and facilitates the Private Offer process in various Alliance marketplace portals, such as AWS and GCP
  • Maintains and enforces agreed upon departmental review and approval SLAs
  • Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
  • Monitors the Sales Support Slack channel to provide assistance and advice on complex Alliance deal questions and advanced Quote to Cash related matters
  • Monitors the Sales Support Case queue, acts as primary contact for any Alliance deal-related questions or requests, while consistently maintaining case SLAs and handling complex and/or non-standard requests.
  • Partners with Sales Operations, Channel Operations and Sales Systems teams to facilitate process and system improvements
  • Partners with Channel Operations and Order Management to implement new Alliances marketplaces and continually create efficiency in existing Alliance deal processes
  • Delivers relevant training to new and existing Sales reps on Deal Desk, Order Booking, and overall QTC best practices
  • Represents Sales Operations / Deal Desk in QBRs and other regional Sales team meetings
  • Personal Growth / Projects
    • Focus on Quote to Cash process automation and improvement, improving day to day tasks for Sales / Deal Desk

Deal Desk Analyst (Alliances) Requirements

  • Requires additional specialized knowledge of Alliances processes.
  • Demonstrated success in the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
  • Demonstrated success partnering with GTM Teams and other cross functional departments
  • Experience in Direct and Channel Sales model
  • Experience in Alliance Marketplace transactions (AWS, GCP, IBM, RedHat, etc.) strongly preferred
  • Strong understanding of software revenue recognition and order process principles required
  • Highly organized, customer-focused, innovative and strong attention to details
  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
  • Interest in GitLab, and open source software, ability to use GitLab
  • You share our values, and work in accordance with those values

Performance Indicators

  • Sales Support Case SLA
  • Sales Support Slack SLA
  • Private Offer SLA
  • Field Satisfaction
    • Responsiveness to cases
    • Efficiency in resolving issues
    • Transparency in addressing ongoing problems, SLAs, and field expectations
  • Sales KPIs.

Career Ladder

The next steps for the Deal Desk Job Family is to move to the Sales Operations Job Family.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants 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.

  • Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
  • Next, candidates will be invited to schedule a first interview with the Hiring Manager
  • Next, candidates will be invited to interview with 2-5 Team Members
  • There may be a final executive interview

Additional details about our process can be found on our hiring page.

 

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Last modified May 19, 2023: Adding new roles (b88e5bb)