Senior Manager, Quote-to-Cash Systems

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

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.

An overview of this role

As the Senior Manager, Quote-to-Cash Systems, you’ll lead GitLab’s end-to-end Quote to Cash transformation, shaping how we design, implement, and scale the CPQ and revenue ecosystem that underpins our growth. You’ll define the architecture and roadmap for integrated solutions across Zuora CPQ (or similar), Salesforce, billing, ERP, and contract lifecycle tools, making it easier for Sales, Finance, Legal, and Operations to work together and for customers to buy and expand with GitLab. You’ll manage and mentor a small team of engineers and analysts, set clear KPIs for Quote to Cash performance, and drive process reengineering and system modernization in a fully remote, fast-paced environment. In your first year, you’ll be expected to deliver measurable improvements in quoting accuracy and speed, strengthen governance and SOX compliance, and lay the foundation for scalable, data-driven revenue operations that support GitLab’s AI-powered DevSecOps platform.

What you’ll do

• Lead the end-to-end solution architecture for enterprise B2B SaaS Quote-to-Cash systems, with a primary focus on CPQ design and Zuora CPQ integration with Salesforce and downstream platforms.

• Drive Quote-to-Cash transformation initiatives, including process reengineering, roadmap definition, and system modernization to support scalable, compliant revenue operations.

• Serve as the CPQ subject matter expert, optimizing product catalogs, pricing and usage-based models, quoting workflows, and approval processes, and aligning CPQ configuration with complex business rules.

• Manage and mentor a team of engineers and analysts, setting clear priorities, enabling career growth, and ensuring consistent delivery of high-quality, well-documented solutions in a remote, asynchronous environment.

• Collaborate with Sales, Finance, Legal, Operations, Engineering, and Product teams to translate business requirements into technical designs and present solution recommendations and performance insights to executive leadership.

• Define, track, and report on key Quote-to-Cash performance indicators such as quote cycle times, approval velocity, order accuracy, and system performance, using data to guide continuous improvement.

• Oversee Salesforce platform optimization and integration across CPQ, CRM, billing, and financial systems, leveraging APIs, middleware, and ETL tools to maintain reliable, secure data flows.

• Establish and maintain governance frameworks and SOX-compliant controls for Quote-to-Cash systems, including data integrity, master data management for products and pricing, and coordination with CPQ and related technology vendors.

What you’ll bring

• Background in enterprise B2B SaaS Quote-to-Cash solutions, with hands-on involvement across opportunity management, configure-price-quote, contract management, order management, billing, and revenue recognition.

• Deep expertise with CPQ platforms, ideally including Zuora CPQ, and familiarity with related tools such as Salesforce Revenue Cloud, DealHub, or similar solutions.

• Practical Salesforce experience across Sales Cloud, Experience Cloud, and platform development, with the ability to optimize Salesforce to support Quote-to-Cash processes.

• Experience leading technical teams of engineers and analysts, including mentoring, setting direction, and delivering complex transformation initiatives in a remote, asynchronous environment.

• Proven ability to design and implement Quote-to-Cash architectures and integrations using APIs, middleware, ETL tools, and enterprise architecture frameworks.

• Working knowledge of subscription management, product-led growth motions, and usage-based pricing models, including the data structures and processes that support them.

• Familiarity with related systems such as Zuora Billing, NetSuite, or comparable ERP and billing platforms, and understanding of governance, SOX compliance, and ITGC controls in a public company context.

• Clear communication and stakeholder management skills, with experience partnering with Sales, Finance, Legal, and Operations, and openness to candidates from consulting or adjacent backgrounds with transferable Quote-to-Cash transformation experience.

About the team

Our Quote to Cash team is responsible for the systems and processes that power GitLab’s end-to-end revenue lifecycle, from opportunity management and configure-price-quote through contract execution, billing, and revenue recognition. We manage and integrate core platforms such as CPQ, Salesforce, billing, and financial systems to support scalable growth, operational efficiency, and compliance in a fully remote, asynchronous environment. You’ll lead a group of engineers and analysts who collaborate closely with Sales, Finance, Legal, and Operations across regions to modernize our Quote to Cash stack, strengthen data integrity, and enable new business models like product-led growth and usage-based pricing.

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
$127,700—$273,600 USD

How GitLab will support you

• 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

• 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.

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.

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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.