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Overview of the role
The Lead to Cash (LTC) IT Leader is responsible for leading the design, implementation, and optimization of end-to-end Lead to Cash processes and technology solutions. This role requires a strong understanding of sales operations, billing, revenue recognition, and financial processes, ensuring seamless integration between CRM, CPQ, ERP, and other enterprise systems. The ideal candidate will work closely with cross-functional teams to drive business transformation, system scalability, operational efficiency, enhance customer satisfaction, streamline go-to-market (GTM) processes, and accelerate revenue growth for the company.
What You'll Do
- Lead the IT strategy and roadmap for Lead to Cash, aligning with business objectives and growth initiatives.
- Craft and articulate a compelling vision for the Lead to Cash Technology domain, mapping out a transformative plan that improves how products are brought to customers and partners.
- Oversee the architecture, implementation, and management of LTC technology solutions, including CPQ, billing, contract management, and ERP integrations.
- Collaborate with Sales, Finance, and Operations teams to streamline processes and enhance system capabilities.
- Manage system configurations, enhancements, and custom developments to meet business needs.
- Drive automation and efficiency improvements across the LTC lifecycle.
- Ensure compliance with financial regulations, revenue recognition standards, and audit requirements.
- Provide leadership and direction to IT teams and external vendors in delivering LTC solutions.
- Monitor system performance, identify potential risks, and implement mitigation strategies.
- Stay informed on industry trends and emerging technologies to drive continuous improvement.
- Define and deliver analytics on L2C success metrics from various sources, including quote velocity, operational metrics, automation efficiency, and pricing/packaging trends.
What You'll Bring
- Bachelor's or Master's degree, preferably in Computer Science, Information Technology, Computer Engineering, or related IT discipline
- Industry certifications a plus: Salesforce, PMP, ITIL, CISSP or similar certification.
- 8+ years of experience in IT leadership roles, with a focus on Lead to Cash or related enterprise processes.
- Expertise in the LTC ecosystem: Salesforce, CPQ, Billing (Zuora), ERP (SAP, Oracle, or NetSuite), CLM (DocuSign, Ironclad), Commissions (Xactly).
- Experience with financial systems, revenue recognition, and contract management.
- Experience leading and managing an IT organization or Applications group at a fast growing high technology company.
- Be a self-starter, and thrive in a fast paced environment, customer centric and have the interpersonal skills necessary to manage business and technology relationships.
- Proven ability to lead cross-functional teams and manage complex IT projects.
- Strong problem-solving, analytical, and communication skills.Strong collaboration and communication skills, including experience with executive-level presentations.
- Thorough understanding of financial & legal booking requirements.
- Experience with Deal Desk/Quoting Operations, Partners, Channel Management, GTM strategies, Invoicing, Revenue Recognition, and cash collections.
- Familiarity with Agile methodologies and DevOps practices is a plus.
Preferred Skills
- Experience in a high-growth or SaaS environment.
- Knowledge of subscription-based revenue models and ASC 606 compliance.
- Hands-on experience with middleware and integration platforms (Workato, MuleSoft, Boomi, etc.).
- Architecture Review, change management, and process improvement expertise.
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- 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.
The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$158,600—$237,900 USD
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.
What the Team is Saying
GitLab Compensation & Benefits Highlights
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Healthcare Strength — Medical coverage offers multiple U.S. plan options (Cigna in most states and Kaiser in CA/HI) alongside dental, vision, and an Employee Assistance Program. Handbook materials also note HSA availability with company contributions when enrolled in the HDHP.
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Parental & Family Support — Paid parental leave is documented at 16 weeks, with U.S. leave administration supported by Tilt as of February 2, 2026. Caregiving and backup care resources are also referenced for many roles and locations.
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Fair & Transparent Compensation — Compensation practices are described in a public handbook with standardized, market‑based frameworks, annual reviews, equity refreshes, and clear ranges visible internally as of May 2026. This documentation helps candidates and employees see current specifics and understand how pay is set.
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GitLab is the Intelligent Orchestration Platform where software teams and their AI agents stay in flow to amplify their capacity for innovation. Together, they automate repetitive tasks to plan, build, secure, test, deploy and maintain software. With GitLab, software teams spend less time on coordination overhead and more time on the next big idea. What started in 2011 as an open source project to help one team of programmers collaborate is now the intelligent orchestration platform millions of people use to deliver software faster, more efficiently, while strengthening security and compliance. Since the beginning, we've been firm believers in remote work, open source, DevSecOps, and iteration. We get up and log on in the morning to work alongside the GitLab community to deliver new innovations every month that help teams and their AI agents ship great code faster.
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