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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.
GitLab is seeking an experienced Solution Architect / Manager to lead our Quote to Cash transformation initiatives. This role will be pivotal in designing, implementing, and optimizing our CPQ and Quote to Cash ecosystem to drive revenue efficiency, ensure seamless integration across systems, and enable scalable growth. The ideal candidate will bring deep CPQ expertise, proven transformation leadership, and the ability to bridge technical and business requirements in a fast-paced, remote environment.
What You’ll Do
- Solution Architecture: Design and implement end-to-end Quote-to-Cash solutions for enterprise B2B SaaS, with primary focus on CPQ (Zuora CPQ preferred) integration with Salesforce and downstream systems. Ensure architectural decisions align with enterprise standards and scalability requirements.
- Transformation Leadership: Lead Quote to Cash transformation initiatives, driving process reengineering and system modernization efforts. Define roadmaps, manage stakeholder expectations, and deliver measurable business outcomes.
- CPQ Excellence: Serve as the CPQ subject matter expert, optimizing product catalog, pricing models (including usage-based models), quoting workflows, and approval processes. Ensure CPQ configuration supports complex pricing strategies and business rules. Leverage Contract Lifecycle Management tools (Ironclad, DocuSign) to support end-to-end Quote-to-Contract processes
- Team Leadership: Manage and mentor a team of 3-5 engineers and analysts. Foster a culture of continuous improvement and technical excellence while ensuring delivery of high-quality solutions. Drive cross-functional collaboration across Engineering, Product, and Business teams
- Performance Metrics: Define and track KPIs for Quote-to-Cash efficiency, including quote cycle time, approval velocity, order accuracy, and system performance. Present metrics and recommendations to executive leadership monthly
- Salesforce Integration: Leverage Salesforce expertise to ensure seamless integration between CPQ, CRM, and other enterprise systems. Optimize the Salesforce platform to support Quote to Cash processes.
- Stakeholder Engagement: Partner with Sales, Finance, Legal, and Operations teams to understand business requirements and translate them into technical solutions. Present recommendations to executive leadership.
- Process Optimization: Identify and implement process improvements across the Quote to Cash lifecycle, from opportunity management through order fulfillment and revenue recognition.
- Governance & Compliance: Establish and maintain governance frameworks for Quote to Cash systems. Ensure SOX compliance and adherence to revenue recognition standards.
- Vendor Management: Manage relationships with CPQ and related technology vendors. Evaluate new technologies and make recommendations for platform enhancements.
- Data Management: Ensure data integrity across the quoting ecosystem. Define master data management strategies for products, pricing, and customer subscription and order information.
What You’ll Bring
- Bachelor's degree in Computer Science, Information Systems, Business Administration, or related field;
- 10+ years of experience in enterprise B2B SaaS Quote-to-Cash solutions, with at least 3 years in a leadership role managing technical teams. Will also consider candidates with equivalent consulting experience who have delivered multiple quote-to-cash transformations with deep technical involvement.
- Expert-level knowledge of CPQ systems, with a strong preference for Zuora CPQ experience. Experience with other CPQ platforms (Salesforce RCA, DealHub etc.,) is valuable.
- Experience with complex subscription management, product-led growth, and usage-based pricing models
- 5+ years of hands-on Salesforce experience, including Sales Cloud, Experience Cloud, and platform development. Salesforce certifications preferred.
- Proven track record leading digital transformation initiatives in the Quoting and Contracting domains with demonstrable business impact.
- Deep understanding of Quote to Cash business processes, including opportunity management, configure-price-quote, contract management, order management, billing, and revenue recognition standards.
- Experience with integration technologies (APIs, middleware, ETL) and enterprise architecture frameworks.
- Strong project management skills with experience in Agile/Scrum methodologies.
- Experience with related systems such as Zuora Billing, NetSuite, or similar ERP/billing platforms.
- Public company experience with SOX compliance and ITGC controls preferred.
- Demonstrated ability to manage competing priorities in a high-growth environment.
- Experience working in fully remote, asynchronous environments with strong documentation practices.
- Preferred experience in SaaS or technology companies.
About the team
The Quote to Cash team is responsible for the critical systems and processes that drive GitLab's revenue operations. This team ensures seamless integration across CPQ, CRM, billing, and financial systems to support our rapid growth while maintaining compliance and operational excellence. You'll work closely with cross-functional teams to deliver solutions that directly impact our ability to scale efficiently.
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.
- 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.
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.
