Deal Pricing

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. AN OVERVIEW OF THIS ROLE As the Senior Director, Deal Desk, you will lead GitLab's global Deal Desk organization and help evolve it from a strong quote-to-cash control point into a strategic commercial capability that helps GitLab structure, approve, operationalize, and win complex subscription and consumption-based deals at scale. You will oversee the global approach to deal structure, bookings reconciliations, and Salesforce bookings fidelity, while serving as a trusted partner to Sales and Finance leaders. In this role, you will help define how GitLab brings newer pricing and packaging models to market, including usage-based and hybrid motions, while keeping commercial processes simple, scalable, auditable, and aligned to GitLab's value-based pricing philosophy. You will work across Sales, Finance, Product, Pricing, Legal, Sales Operations, Enterprise Applications, Fulfillment, and Customer Experience to set commercial guardrails, approvals, systems requirements, and field enablement that support GitLab's transition toward a consumption-first go-to-market model. This is a high-impact leadership opportunity for someone who can connect commercial strategy with operational execution. In your first year, you will shape how GitLab supports complex deals globally, improve consistency across processes and systems, and strengthen the operating model that enables the field to move faster without compromising policy, margin, or customer experience. WHAT YOU'LL DO * Lead the global Deal Desk organization, including managers and regional teams, and own the hiring, enablement, operating rhythm, and ongoing evolution of the function. * Own the end-to-end service model for Deal Desk and Order Management, ensuring the team can support increasing deal complexity while maintaining speed, consistency, and control. * Serve as the executive escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity. * Own the commercial operating model for consumption-priced and hybrid offers, including standard deal patterns, approval thresholds, exception paths, and field guidance for non-standard structures. * Partner with Product and Pricing to translate pricing and packaging strategy into executable commercial rules, approval matrices, quoting workflows, and systems requirements for new products, bundles, and monetization changes. * Define guardrails for multi-year agreements, ramps, bundled offers, usage-based constructs, private offers, channel motions, and other complex commercial terms so they can be supported without creating downstream billing, fulfillment, or accounting risk. * Own global bookings fidelity and reconciliations, including Salesforce bookings accuracy, quote quality, and policy compliance across the quote-to-cash lifecycle. * Partner with Sales Operations, Enterprise Applications, Finance, Accounting, Audit, and Compliance teams to improve workflows, strengthen controls, increase automation, and ensure commercial decisions can be operationalized cleanly in downstream systems and processes. WHAT YOU'LL BRING * Significant leadership experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function within enterprise software. * Proven success leading global or multi-region teams that support complex sales motions, high-growth environments, and cross-functional stakeholders. * Deep understanding of software pricing models, including per-user, tiered, multi-year, usage-based, and hybrid pricing, with the ability to convert pricing strategy into scalable commercial policy. * Strong command of bookings policy, revenue recognition concepts, audit readiness, and compliance requirements in a controlled business environment. * Fluency with core quote-to-cash systems, including customer relationship management (CRM) and billing platforms such as Salesforce and Zuora, and the ability to partner effectively on systems design and workflow improvements. * Experience designing or improving approval workflows, escalation paths, service-level expectations, executive deal review processes, and CRM or CPQ-enabled quoting operations. * Strong commercial judgment across direct, channel, private offer, and other non-standard sales motions, with the ability to navigate ambiguity and make balanced decisions. * Excellent communication and stakeholder management skills, with the ability to use data to influence senior leaders, align cross-functional teams, and lead through change in a global, all-remote environment. The Deal Desk team at GitLab helps the business balance speed, control, and a strong customer experience as it scales. As part of this team, you'll lead work that improves commercial processes and helps complex transactions move forward in a consistent, scalable way. As a distributed team, the Deal Desk organization focuses on clear decision-making, strong partnership, and continuous improvement. The work is especially meaningful for leaders who enjoy solving complex commercial and operational problems at a company that is continuing to scale.  The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $203,200—$345,600 USD HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * 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  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. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Toast

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. The Revenue Productivity team is looking for a GTM Engineer for Sales Automation and Revenue Intelligence to own the automation layer and revenue intelligence stack across our sales motion. You'll lead implementation and optimization of 3p tools and 1p tools, build integrations that eliminate manual, repetitive work, and surface AI-driven insights that help reps spend more time selling and managers coach smarter. A day in the life (Responsibilities)  * Implement and iterate on Myko to automate high-volume sales workflows including follow-up sequences, deal stage updates, task creation, and Slack/CRM notifications  * Audit the current sales process to identify the highest-value automation opportunities and build a prioritized roadmap * Build integrations between prospecting agents and adjacent tools (quoting, pricing, case creation) to create seamless, no-touch workflows * Lead evaluation, implementation, and ongoing optimization of call intelligence tools as our conversation and deal intelligence platform and how to use transcripts along the deal lifecycle for next best action for agents * Build integration architecture connecting the revenue intelligence platform with CRM, enablement tools, and reporting to ensure insights flow to the right stakeholders automatically * Own win/loss analysis program: design the data capture process, build reporting, and synthesize patterns for product, sales, and leadership * Develop a 3rd-party data integration roadmap identifying which external signals (intent, news, firmographic changes) should be pulled into the revenue stack and how * Partner with Sales Enablement and frontline managers to surface AI-generated coaching recommendations from call data What you'll need to thrive (Requirements) * 4+ years in Revenue Operations, Sales Operations, or GTM AI Engineering, with at least 2 years focused on AI +GTM tool implementation  * Agent building: Demonstrated experience designing, building, and deploying AI agents and agentic workflows that transformed real work not just using AI, but building with it * Strong SQL skills and comfort working directly in a data warehouse environment (Snowflake, BigQuery) for data validation, transformation, and pipeline QA * Experience building and owning reporting infrastructure in a BI or dashboard tool (Tableau, Looker, Sigma, Salesforce Reports & Dashboards) with a focus on pipeline and revenue metrics * Data governance mindset: you think in systems, not fixes — you build standards, document them, and hold the line on data quality over time. Working understanding of data privacy regulations and compliance   a plus. * Strong communicator who can translate data concepts for non-technical audiences, including senior Sales and Finance leadership. What will help you stand out (Nonessential Skills/Nice to Haves) * Experience with data enrichment and identity resolution tools (ZoomInfo, Clearbit, Ringlead, Openprise, or similar). * Experience in a high-growth SaaS or fintech environment with complex multi-product, multi-segment sales motions. AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy  We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $120,000—$192,000 USD Zone B $105,000—$168,000 USD Zone C $94,000—$150,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

water IT Security

DEINE MISSION Lust auf IT-Security, aber keine passende Stelle gefunden? Du willst mit uns die IT-Security-Welt sicherer machen, aber keine unserer offenen Stellen passt perfekt zu dir? Kein Problem – wir freuen uns auf deine Initiativbewerbung! Erzähl uns, wer du bist, was dich antreibt und wie du water IT Security bereichern kannst! DEINE SKILLS * Begeisterung für IT-Security & innovative Lösungen * Eine offene, teamorientierte Art * Eigeninitiative & Lust, Verantwortung zu übernehmen DEIN DEAL * Work & Sleep in unseren modernen Büroapartments in Düsseldorf und Wien * Mental Health Programm „OpenUp Family“ – für dich und 3 weitere Lieblingsmenschen * 50 € monatliche Internetpauschale * 20 € Lieferando-Budget – weil leider geil? * water-Shop mit coolem Merch * Corporate Benefits in den Bereichen Mode, Reisen, Technik und mehr * Betriebliche Krankenversicherung inkl. Zahnversicherung & Krebs-Vorsorge-Scan * Betriebliche Altersvorsorge mit 25% Zuschuss (steigend nach 3 und 5 Jahren) * Jobrad #theyseemerollliiiiing * Edenred-Cash-Karte mit monatlich 44 € steuerfreiem Sachbezug * Firmenfitness mit EGYM Wellpass - für die Zeit nach den Neujahrsvorsätzen :P * Diensthandy – auch zur privaten Nutzung Zusätzlich für Senior-Positionen: * Option auf Firmenwagen oder BahnCard zur privaten Nutzung DEINE KONDITIONEN * Vertrauensurlaub – du bestimmst über den gesetzlichen Mindesturlaub hinaus, wie viel Pause du brauchst * Flexible Arbeitszeiten * 100% remote – arbeite bis zu 182 Tage pro Jahr aus dem EU-Ausland