Source Job

• Lead GitLab's global Deal Desk organization, evolving it from a quote-to-cash control point into a strategic commercial capability.
• Oversee deal structure, bookings reconciliations, and Salesforce fidelity while serving as a trusted partner to Sales and Finance.
• Define how GitLab brings usage-based and hybrid pricing to market, keeping commercial processes simple, scalable, and auditable.

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

• Own and maintain Black Duck's list pricing architecture and governance across all product lines.
• Partner with Product and Product Marketing to design packaging that aligns with customer buying patterns.
• Build and maintain competitive pricing intelligence to inform sales strategy and leadership decisions.

Black Duck Software helps organizations build secure, high-quality software by providing SAST, SCA, and DAST solutions. They are a recognized pioneer in application security, serving Global 2000 enterprises across various sectors.

• Own the development and execution of the company’s pricing strategy for mobile clinical trial services.
• Conduct in-depth market research and competitive analysis to understand pricing trends and client expectations.
• Partner with sales, operations, finance, and senior leadership to ensure pricing aligns with customer needs, internal cost structures, and strategic goals.

Hawthorne Health is a leading community site network and home research visit solution provider, with 20+ sites and more than 2,000 research experienced healthcare professionals across the U.S. They leverage convenient, trusted healthcare locations, identified patient data, and intelligent technology to accelerate patient access, improve retention, and reduce study costs.

• You will own and run the pricing approval process, serving as chair of the pricing committee and ensuring consistent workflow.
• You will evaluate pricing proposals through margin analysis and financial modeling to provide approval recommendations.
• You will manage CPQ configuration and price list updates to ensure accurate system execution across business units.

QAD is building a world-class SaaS company focused on solving real-world problems in manufacturing and the supply chain through its intelligent platform. The company is a virtual-first organization that values diversity, equity, and inclusion, and offers a collaborative environment.

• Lead strategic Pricing and Packaging recommendations to drive growth for ServiceNow's innovation.
• Partner with Product Pricing Strategy leadership to develop monetization strategies across the product portfolio.
• Define, track and measure product pricing KPIs and identify actionable insights to improve pricing and packaging strategy.

ServiceNow provides an AI platform for business reinvention, bringing together any AI, any data, and any workflow. The company serves 85% of the Fortune 500 and fosters an AI-native culture where technology and talent drive innovation.

• Own revenue and sales performance by carrying a revenue target for Line & Price Optimizer solutions.
• Lead client-facing solution selling by leading discovery conversations focused on clients’ pricing, portfolio, and revenue growth decisions.
• Own proposal and opportunity framing and lead RFP and proposal responses, including solution framing and commercial packaging.

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. NIQ combined with GfK in 2023 and is an Advent International portfolio company with operations in 100+ markets.

• Collaborate with Sales and Proposals teams to craft winning PBM offers for enterprise clients, emphasizing AWP discount and rebate guarantee pricing.
• Conduct repricing and member experience analyses, compose compelling offers, and generate pricing for RFP platforms.
• Collaborate with Legal and other teams to ensure pricing strategy aligns with contracting and supports SmithRx's growth.

SmithRx is a venture-backed Health-Tech company disrupting the Pharmacy Benefit Management sector with a next-generation drug acquisition platform. With hundreds of thousands of members since 2016, the company fosters a mission-driven, collaborative culture guided by integrity, courage, and togetherness.

• Serve as the operational leader and senior escalation point for complex deals, pricing, and contract exceptions.
• Own cross-functional relationships with Legal and Finance to align policy and guide the team on non-standard situations.
• Drive the Deal Desk improvement roadmap across processes, tooling, automation, and policy, leading initiatives to execution.

Remote is a global HR platform that helps businesses recruit, pay, and manage international teams compliantly. With a fully remote team spanning 6 continents, the company fosters innovation and an async, future-focused work culture.

• Manage complex, nonstandard deals with multiple cross-functional partners
• Provide guidance to Account Executives/Sales Management on deal structuring
• Partner with Sales to ensure opportunities are properly created and tracked in Salesforce

Optro is the leading audit, risk, ESG, and InfoSec platform on the market, with over $300M ARR and growing. They are known for their award-winning technology and are top-rated on G2.com and Gartner Peer Insights, assisting each other to create the most loved platform.

• Own pricing strategy from capture-stage gate review through BAFO and post-submission negotiation.
• Mentor and develop junior and mid-level Pricing Analysts and Pricing Managers.
• Partner with Capture, Contracts, Business Development, Program Management, Operations, and Purchasing to ensure pricing strategy aligns with technical solution and contract type.

Tlingit Haida Tribal Business Corporation delivers mission-critical services to federal clients globally. For more than 35 years, they have strived to generate meaningful economic opportunity and sustainable growth for the Tlingit & Haida Tribes of Alaska, united by a single purpose.