Senior Manager, Solution Architect Quote-to-Cash

Job Description

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 roleGitLab 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 processesTeam 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 teamsPerformance 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 monthlySalesforce 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.

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