Sales Roles

Team Members of the Sales Commission’s team manage GitLab’s commissions programs globally. These Team Members work cross-functionally and leverage systems for all related business processes.

Levels

Junior Sales Commissions Analyst

The Junior Sales Commissions Analyst is a grade 5.

Responsibilities

• Assist with worldwide commission calculations, reporting, and first-tier end user support
• Track and research compensation issues and provide analysis to facilitate timely resolution
• Thoroughly understand and execute calculations on all compensation plans to ensure accuracy
• Ensure commission plan participants are accurately credited for their transactions
• Competency with compensation analytics tools required to support Sales and Sales Operations
• Track and report on the status of plan acceptance to ensure compliance and timeliness
• Maintain a focus on process improvement by identifying opportunities for efficiency and implementing time/resource saving solutions
• Support SOX compliance, documentation, and reporting
• Prepare ad hoc analysis & participate on projects as needed

Requirements

• BA/BS degree in accounting, finance, economics or other quantitative fields preferred
• Demonstrated progressive relevant experience and an understanding of sales incentive programs, processes and procedures
• Analytical skills with the ability to interpret and analyze data
• A detail-oriented self starter with excellent problem solving, interpersonal and organizational skills
• Excellent written and verbal skills
• SFDC, Google Workspace and incentive compensation management tool experience
• SaaS and B2B experience preferred
• Interest in GitLab, and open source software
• You share our values, and work in accordance with those values
• Leadership at GitLab
• Ability to use GitLab

Intermediate Sales Commissions Analyst

Job Grade

The Intermediate Sales Commissions Analyst is a grade 6.

Responsibilities

• Build and expand relationships and awareness of GitLab within SMB and mid-market accounts
• Identify and document business goals, technology stack, and how customers are using GitLab
• Increase adoption of GitLab features and products through implementation of an outreach strategy
• Advocate for customer needs for training and services where needed
• Manage the renewal process and exceed renewal goals
• Advocate for the overall health of relationship to GitLab acting proactively to address issues and concerns
• Engage with GitLab Support team and GitLab billing team to ensure customer questions are addressed in a timely manner

Requirements

• Demonstrated progressive successful account management experience managing thousands of customers
• Strong customer orientation, dedication, and passion for delivering a great customer experience
• Excellent verbal and written communication skills
• Collaborative and team oriented
• Experience using Salesforce.com
• Motivated, self-directed and results oriented
• Knowledge of Git and GitLab workflow preferred
• Knowledge of Zuora preferred
• Interest in GitLab, and open source software
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Performance Indicators

As with all roles in the Sales Department the Account Manager, Mid-Market participates in the Sales KPIs.

The Area Vice President is responsible for building and managing a team of Area Sales Managers who are leading teams of Account Executives selling GitLab’s industry leading single application for the full software development lifecycle.

The Area Vice President reports into the VP, Commercial Sales.

Responsibilities

• Establish and deliver on a strategy to land new customers with a mutual vision for expansion and expand existing accounts with purpose, driving customer success and predictable year over year ARR growth for GitLab.
• Recruit and develop a top tier, diverse, efficient commercial sales organization of Area Sales Managers and Account Executives
• Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base
• Provide detailed and accurate sales forecasting
• Manage overall sales process, set appropriate metrics for sales funnel management
• Plan and manage at both the strategic and operational levels

Requirements

• Demonstrated progressive second line leadership experience leading teams in strategic sales.
• Multiple repeatable proof points of recruiting, hiring, developing, and retaining leaders and individual contributors that make-up a high performing commercial sales organization.
• Deep experience selling into accounts in core markets.
• Demonstrated progressive experience in consistent overachievement of a $20m+ ACV annual quota
• Demonstrated progressive experience in software sales, preferably with development tool and/or open source experience
• Proven track record of working closely with the channel for growth leverage.
• Proven success partnering with Marketing, Channel, Alliances, Product, and Engineering peers.
• Demonstration of high levels of integrity, initiative, honesty and leadership
• Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
• Willingness to learn and use GitLab
• Polished presentation skills
• Ability to handle a fast-paced environment and ambitious workload
• Bachelor degree
• Ability to travel if needed and comply with the company’s travel policy

Segment

Area Vice President (Commercial Sales)

Area Vice President (Commercial Sales) Responsibilities

Area Vice President (Commercial Sales) Requirements

Performance Indicators

• NetARR vs Plan
• NetARR vs forecast
• All other Sale KPI’s can be found here.

Career Ladder

The Area Vice President Job Family would move to the VP of Enteprise Sales or VP of Commercial Sales Job Family.

The Area Vice President is responsible for building and managing a team of Area Sales Managers who are leading teams of Strategic Account Leaders selling GitLab’s industry leading single application for the full software development lifecycle.

The Area Vice President reports into the VP, Enterprise Sales.

Responsibilities

• Establish and deliver on a strategy to land new customers with a mutual vision for expansion and expand existing accounts with purpose, driving customer success and predictable year over year ARR growth for GitLab.
• Recruit and develop a top tier, diverse, efficient enterprise sales organization of Area Sales Managers and Strategic Account Leaders
• Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base
• Provide detailed and accurate sales forecasting
• Manage overall sales process, set appropriate metrics for sales funnel management
• Plan and manage at both the strategic and operational levels

Requirements

• Demonstrated progressive second line leadership experience leading teams in strategic sales.
• Multiple repeatable proof points of recruiting, hiring, developing, and retaining leaders and individual contributors that make-up a high performing enterprise sales organization.
• Deep experience selling into accounts in core markets.
• Demonstrated progressive experience in consistent overachievement of a $20m+ ACV annual quota
• Demonstrated progressive experience in software sales, preferably with development tool and/or open source experience
• Proven track record of working closely with the channel for growth leverage.
• Proven success partnering with Marketing, Channel, Alliances, Product, and Engineering peers.
• Demonstration of high levels of integrity, initiative, honesty and leadership
• Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
• Willingness to learn and use GitLab
• Polished presentation skills
• Ability to handle a fast-paced environment and ambitious workload
• Bachelor degree
• Ability to travel if needed and comply with the company’s travel policy

Segment

Area Vice President (Public Sector)

Area Vice President (Public Sector) Responsibilities

• Extends that of the AVP Responsibilities
• Focus within GitLab’s Public Sector segment; has specialized knowledge of the Public Sector space and contacts within the Public Sector

Area Vice President (Public Sector) Requirements

• Extends that of the AVP Requirements
• Demonstrated progressive second line leadership experience leading teams in strategic sales specific to Public Sector.
• Proven second line sales management experience with deep domain experience in the Public Sector/Federal vertical, including a history of successfully selling through the Public Sector channel.
• Must have proven experience leading teams who sell to mission owners, identifying, uncovering, and developing new account opportunities in their territory.
• Ability to travel if needed and comply with the company’s travel policy. Federal, LLC team members need to also comply with the applicable vaccination policies.

Performance Indicators

• IACV vs Plan
• IACV vs forecast
• All other Sale KPI’s can be found here.

Career Ladder

The Area Vice President Job Family would move to the VP of Enteprise Sales or VP of Commercial Sales Job Family.

The Business Systems Architect job family works on custom APEX and Visualforce solutions for GitLab’s Salesforce.com instance along with all packages, tools and integrations associated with it. They work with Field Operation’s internal customers such as Sales, Marketing, Customer Success and Finance to translate improvement project technical specifications into a project approach and then execute on those projects. They work with a combined team of Business Systems Administrators, Data Analysts, and Sales Operations Specialists to keep our Go-To-Market processes automated and efficent.

Business Systems Engineer Job Family works on custom APEX and Visualforce solutions for GitLab’s Salesforce.com instance along with all packages, tools and integrations associated with it. They work with Field Operation’s internal customers such as Sales, Marketing, Customer Success and Finance to translate improvement project technical specifications into a project approach and then execute on those projects. They work with a combined team of Business Systems Administrators, Data Analysts, and Sales Operations Specialists to keep our Go-To-Market processes automated and efficent.

Business Value Managers, as part of the Business Value Services team, are responsible for scaling quantifiable value-oriented conversations across the Enterprise Majors sales teams to drive higher sales effectiveness and productivity. Specifically, the team manages the approach and associated tooling required to build value-driven business justifications for strategic opportunities. The team also engages on highly strategic, high-LAM opportunities where appropriate.

Responsibilities

• Engage with account teams and customers on business case creation

Requirements

• Ability to use GitLab
• Has relevant, progressive experience working in a role leading business value assessments (e.i., sales organization, management consulting, IT consulting)
• Confident in building financial models and analyzing business value streams
• Outstanding analytical abilities, verbal and written communication skills
• Strategic and consultative mindset
• Understands software delivery and application security

Levels

Business Value Manager (Intermediate)

The Business Value Manager (Intermediate) reports to the Manager, Business Value Services Team.

Levels

Program Capture Manager

The Capture Specialist reports into FSI Manager.

Program Capture Manager Job Grade

The Capture Specialist is a grade 8.

Program Capture Manager Responsibilities

• Run capture on new business opportunities
• Lead strategic capture efforts throughout the sales lifecycle
• Perform market analysis, identify opportunities, develop and execute capture plans, and monitor competitor activity for each capture
• Partner with executives and senior leadership
• Conduct competitive analysis to develop competitive solutions
• Responsible for delivering strong financial results

Program Capture Manager Requirements

• Understanding of capture management best practices
• Experience managing and writing proposals
• Demonstrated ability to capture business
• Ability to work with executives and senior leadership
• Excellent organizational skills and ability to meet timelines
• Excellent presentation and verbal communication skills
• Exceptional interpersonal, problem solving, and business acumen
• Proactive, attention to detail, project management, and organizational skills
• You share our values, and work in accordance with those values
• Ability to use GitLab

Performance Indicators

• Net new program opportunities identified (number)
• Capture plans completed (% against new programs identified)
• Pipeline generated (revenue)
• Win rate (proposals submitted vs. won)

Career Ladder

The next steps for the Capture job family is not yet defined.

Levels

Director, Channel - GTM

The Director, Channel - GTM reports to the VP, Global Channel.

Director, Channel - GTM Job Grade

The Director, Channel - GTM is a grade 10.

Market Justification: While an Individual Contributor equivalent of Director in Channel Go to Market is not applicable in survey data, Go to Market and Sales Strategy is a critical role in growth initiative organizations. Many times senior level team members are tasked with setting up new business and thus set as an Individual Director equivalent. This role brings extensive experience to help scale partner strategy for emerging markets.

Director, Channel Programs & Enablement

The Director of Partner Programs & Enablement helps manage and support the growth of the channel business. They are responsible for the day to day channel program development/operation as well as the execution of our partner program. The Director, Channel Programs and Enablement reports into the VP, Channel Sales and works cross-functionally with marketing, sales, product, channel ops, and legal to integrate channel programs throughout the business.

Levels

Leadership

Junior Channel Services Manager

Job Grade

The Junior Channel Services Manager is a grade 5.

This is a key leadership position on the Chief Revenue Officer’s team. This highly visible role is a trusted partner to the Chief Revenue Officer (CRO) to drive operational excellence and deliver repeatable business results. This role serves as a partner to the CRO as a strategic advisor and executing cross-functional and cross-organization initiatives supporting the CRO’s strategy and vision in alignment with our company values.

Responsibilities

The responsibilities include both directed work initiated by the CRO as well as self-directed leadership work that includes inputs and priorities from the CRO leadership team. This role will help enable communication, collaboration, strategy execution, and special projects across the CRO organization. This individual will work in close partnership with the CRO and other business stakeholders to drive programs, execute and monitor our business strategy.

Responsibilities

• Lead our account managers
• Get directly involved in deals when necessary
• Root cause analysis on wins/losses
• Manage and report on sales pipeline
• Provide input on product direction and strategy as a result of sales performance, root cause analysis, and competitive analysis.
• Help marketing with developing product/content marketing materials (blog posts, white papers, product briefs, slide decks) that reflect GitLab’s core value proposition, competitive advantage and market positioning
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

As with all roles in the Sales Department the Chief Revenue Officer participates in the Sales KPIs.

Commercial Account Executive - Mid-Market

Job Grade

The Commercial Account Executive- Mid-Market is a grade 7.

Responsibilities

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Mid Market prospects and customers
• Take ownership of and act as the CEO for the book of business in your territory:
  • Document the buying criteria & process, next steps & owners
  • Build a strong pipeline through a healthy cadence of prospecting activity
  • Prospect and close new business to expand your territory
  • Ensure adoption of our solutions and do your best to avoid churn and contraction
  • Work and collaborate with our Partner ecosystem to drive new business and value for our customers
  • Create an accurate forecast for each quarter against your plan/budget
  • Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

Requirements

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with Software sales through pitching on value
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

Senior Commercial Account Executive - Mid-Market

The Senior Commercial Account Executive - Mid-Market role extends the Commercial Account Executive - Mid-Market role outlined above.

Country Sales Manager for Italy

The Country Sales Manager for Italy reports to an Area Sales Manager.

Country Sales Manager for Italy Job Grade

The Country Sales Manager for Italy is a grade 9.

Country Sales Manager for Italy Responsibilities

• Support GitLab for our strategic and large prospects
• Contribute to root cause analysis on wins/losses
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Take ownership of your book of business:
  • document the buying criteria
  • document the buying process
  • document next steps and owners
  • ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports as requested
• Update and maintain Sales’ database as appropriate
• Assist sales management in conveying customer needs to product managers, and technical support staff
• Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs
• Respond to RFP’s and follow up with prospects
• Develop an account plan to sell to customers based on their business needs
• Build and strengthen the business relationship with current accounts and new prospects
• Recommend marketing strategies
• Drive the awareness of GitLab in Italy through all possible media channels ( press, forums, social networks, …)
• Help open, develop, nurture strong relationships with the best partners in Italy
• Leverage connections with Consulting Companies in order to influence decisions at the highest level of the targeted accounts (direct accounts and the accounts of aligned SAEs)
• Define and execute a 3-year strategy for Italy, in conjunction with the Southern Europe ASM, which fits with the Corporate strategy (i.e. $1B by fall 2024). Specifically propose which accounts to prioritize and how to win them quickly, together with the adequate ecosystem
• Provide the Southern Europe ASM a truly accurate and reliable forecast that will enable planning resources best for GitLab in the country
• Leverage intelligently the resources available in EMEA in order to overachieve against target
• Hire, ramp up and pace future SAEs and ISRs as a team leader in the country
• Guarantee that the GitLab Values and Handbook will be leveraged by all newcomers to the Italian Team

Country Sales Manager for Italy Requirements

• A true desire to see customers benefit from the investment they make with you
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• Proven success with B2B software sales
• Experience selling into large organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

• Sales KPIs

Career Ladder

The next steps in the Country Sales Manager for Italy job family is the Area Sales Manager job family.

The Customer Success Operations Interns job family may work within GitLab Customer Success and Field Operations, on areas such as the customer’s journey, experience, outcomes, and the processes and tooling that supports them. This internship is open to those individuals seeking to explore Customer Success and operations and to further their career. We desire to create an inclusive program that will provide a fair and equal opportunity for all qualifying candidates.

Levels

Deal Desk Specialist

The Deal Desk Specialist reports to Manager, Deal Desk.

Deal Desk Specialist Job Grade

The Deal Desk Specialist is a grade 5.

Deal Desk Specialist Responsibilities

• Serves as the trusted advisor to the Sales team on deal structure and quoting, advises the team on alternative contract options, and/or value propositioning to help drive deal closure.
• Monitors the Sales Support Slack channel to provide general assistance and advice on common deal questions and Quote to Cash process questions
• Monitors the Sales Support case queue in Salesforce, consistently maintaining case SLAs
• Partners with Field Sales to accelerate quoting process through operational efficiencies, training calls
• Collaborates with impacted parties to identify solutions for common Quote to Cash errors
• Personal Growth / Projects
  • As time allows, focus on Quote to Cash process automation and improvement

Deal Desk Specialist Requirements

• Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
• Demonstrated ability to partner with GTM Teams and other cross functional departments
• Experience in Direct and Channel Sales model is highly desirable
• Basic understanding of revenue recognition rules
• Highly organized, customer-focused, innovative and strong attention to details
• Excellent communicator, self-aware, transparent, professional, and open to feedback
• Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
• Ability to prioritize and effectively manage distractions
• Strong quantitative skills and highly proficient in gSuite, Salesforce.com
• Basic knowledge and understanding of a CPQ tool
• Interest in GitLab, and open source software, ability to use GitLab
• You share our values, and work in accordance with those values

Deal Desk Specialist Performance Indicators

• Sales Support Case SLA
• Sales Support Slack SLA
• Field Satisfaction
  • Responsiveness to cases
  • Efficiency in resolving issues
  • Transparency in addressing ongoing problems, SLAs, and field expectations

Deal Desk Analyst

The Deal Desk Analyst reports to the Manager, Deal Desk.

The Director of Customer Success Job Family, builds and leads the customer success team, including Solution Architects, Professional Services, and Technical Account Management. The Customer Success team drives the technical portion of a sale as well as ensure GitLab customers successfully adopt the product with a positive experience, driving growth for GitLab through renewals and expansion.

Levels

Director of Customer Success

The Director of Customer Success reports to the VP of Customer Success.

The Director of Customer Success Operations Job Family is responsible for defining, leading, and tracking strategic and operational programs and initiatives to improve GitLab’s ability to effectively and efficiently deliver to customer and GitLab objectives. The Customer Operations Team works cross-functionally orchestrating results with Customer Success, Sales, Marketing, Product and Engineering, Support, People Operations, and Finance.

Levels

Director of Customer Success Operations

The Director of Customer Success Operations reports to the Sr. Director, Customer Success Operations.

The Director of Public Sector Sales is responsible for building, managing and leading the Public Sector sales teams by overseeing sales, operations and strategies for new and existing customers of GitLab.

The right candidate will play a critical role in the creation and execution of a Public Sector Sales Program (Team, Strategy, Systems & Process) to maximize the adoption of GitLab within the Public Sector market.

Job Grade

The Director, Public Sector Sales is a grade 10.

The Director, Digital Success is responsible for defining, leading, and tracking strategic and operational programs to improve GitLab’s ability to effectively and efficiently deliver excellent customer outcomes through the digital experience. The Director, Digital Success works cross-functionally to orchestrate results with Customer Success, Sales, Marketing, Product and Engineering, Support, and Finance.

The Director, Digital Success reports to the Director Customer Success Operations.

Job Grade

The Director, Digital Success is a grade 10

This Director, Online Sales & Self Service Growth role is part of a team focused on building an easy self-service experience for our customers.

The Director, Online Sales & Self Service Growth reports to the VP, Online Sales and Self Service.

Job Grade

The Director, Online Sales & Self Service Growth is a grade 10.

Responsibilities

• This role owns online sales growth in a segment or a key self-service business outcome. And drives that outcome through.
• Partnering with:
  • Sales to augment our current direct sales organization to support a larger self-service channel. Define sales engagement model and partnership.
  • Anticipate problems and propose solutions for self-service related sales operational changes (ex. quota, comp, territory carving, leads).
  • Enablement to train our sales teams on our self-service solutions. And develop relevant updated content.
  • Marketing to deliver web experiences and content to optimize for online sales. Define campaigns, personas and customer cohorts for targeting.
  • Product & IT to influence enhancement and feature backlog based on customer feedback and product instrumentation. Define customer stories based on your market segment.
  • Support to ensure that your customer base is getting the best support possible optimized for self-service.

Requirements

• Ability to use GitLab
• Strong presentation and storytelling skills
• Ability to develop and foster relations across the organization, including sales leadership
• Exhibiting resourcefulness to get things done cross-functionally
• Strong analytical skills and structured thinking. You know how to turn data from disparate sources into a vision for what we should do
• Ability to use tools such as Salesforce, Google Analytics, Excel, and Tableau to pull data and manipulate accordingly as needed to drive tactics and projects.
• Talent for synthesizing complex ideas and communicating them in a way others can easily understand
• Lead ongoing analysis of business performance to support daily operations.
• Deliver insights & recommendations
• Great project management skills. Ability to pull together disparate requirements, get agreement on priorities, communicate clearly and drive timelines
• Ability to thrive in a cross-functional environment while juggling multiple responsibilities
• Operational execution and troubleshooting by identifying issues as they surface; proposing and executing changes to fix root causes

Performance Indicators

• Increased adoption of self-service solutions (buying & account management) driving increased customer satisfaction and Rep productivity.
• Key customer success measures (e.g., product adoption / health score, customer satisfaction score, etc.). A number of these measures need to evolve to be developed.
• Future chat experience OKRs (e.g., customer satisfaction score, first response time, first contact resolution, etc.) These measures need to be finalized based on creation of chat.

Career Ladder

The next step for the Director, Online Sales & Self Service Growth Job Family is to move to the Senior Director, Online Sales & Self Service Job Family.

The Ecosystem Program Manager will be responsible for the design, management & execution of GitLab’s Channels & Alliances Ecosystem Programs. In addition to the Ecosystem programs, the Ecosystem Program Managers will manage deal registration, sales and services engagement and ecosystem success programs.

Levels

Associate Ecosystem Program Manager

Job Grade

The Associate Ecosystem Program Manager is a grade 5.

A strong partner ecosystem is crucial in the success and growth of GitLab’s business. Partners are a strategic imperative for GitLab’s continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales.

Enterprise Account Executive Job Family Matrix

Additional details on career paths within quota carrying roles at GitLab can be found here.

Associate Strategic Account Executive

Job Grade

The Associate Strategic Account Executive is a grade 8.

Responsibilities

• Support GitLab’s large prospects and customers within a geographic territory
• Expand current customer base and land net new accounts
• Generate new customers through different lead sources and bring those opportunities to a successful close
• Generate qualified leads and develop new customers in conjunction with our strategic partners
• Take ownership of your book of business
• Document the buying criteria
• Document the buying process
• Document next steps and owners
• Ensure pipeline accuracy
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Utilize a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Develop an account plan to sell to customers based on their business needs.
• Works cross functionally with other teams to ensure customer success
• Update and maintain Sales systems’ database as appropriate
• Contribute to documenting improvements in our sales handbook.

Requirements

• Proven B2B software sales success
• Interest in GitLab, and open source software
• Ability to adapt to a changing environment
• Effective communicator (written/verbal), strong interpersonal skills
• Motivated, driven, and results oriented
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Strategic Account Executive

The Strategic Account Executive role extends the Associate Strategic Account Executive role outlined above. A Strategic Account Executive reports to an Area Sales Manager or Regional Director.

Director, Field Enablement

The Director of Field Enablement is a seasoned global Sales, Partner, Technical, or Customer Success Enablement leader with the ability to thrive in a growing software AI-Powered DevSecOps organization. Reporting to the Sr Director of Field Enablement, they are responsible for building and managing a world-class global sales training and enablement program.

Job Grade

The Director, Field Enablement is a grade 10.

Responsibilities

• Develop and lead the successful execution of the sales enablement plan and programs to ensure field team members and partners are equipped with content, resources, tools and training to effectively differentiate and sell the GitLab solution.
• Oversee the development of education and training content in collaboration with marketing and other SMEs to identify and develop core curriculum, customized regionally as needed, for field audiences across all routes to market.
• Lead and facilitate sales training activities, including new hire training and onboarding, ongoing sales meetings, and regional/sales team training (includes all levels of the sales team, customer success, and channel partners).
• Ensure alignment of field enablement activities with key internal and external events, such as new product releases, campaigns, and essential industry trade shows.
• Manage and drive online, self-paced on-boarding and result-driven continuous learning.
• Leverage Salesforce.com CRM infrastructure and other tools for delivering formal and informal/social learning.
• Develop sales competency assessment programs, as well as partner accreditation programs.
• Measure and report on the effectiveness of sales enablement investments and the programs conducted. Determine opportunities for improving the sales learning experience, and identify innovative techniques for delivery.

Requirements

• Demonstrated progressive software sales experience with expertise in DevOps and/or Open Source, preferably in sales enablement or management.
• Working knowledge of sales training technology and methodologies; demonstrable experience with sales, partner, and customer success enablement concepts, practices, and procedures.
• Relevant experience preparing, developing, and executing global sales teams’ effectiveness strategies, tactics and action plans for a technology platform.
• Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise (sales team, customer success team, and channel partners).
• Experience growing within a small start-up. Strong ability to interact and influence effectively with C-level executives and team members.
• Exceptional written/verbal communication and presentation skills.
• Team player with strong interpersonal skills, skilled at project management and cross-functional collaboration.
• Ability to thrive in a fast-paced, unpredictable environment.
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Senior Director, Field Enablement

The Senior Director of Field Enablement is a highly experienced and influential global Sales, Partner, Technical, or Customer Success Enablement leader with the ability to thrive in a growing software AI-Powered DevSecOps organization. Reporting to the VP of Revenue Strategy, Operations, and Enablement, they are responsible for building and managing world-class global sales training and enablement programs that support the Field Sales organization by optimizing impactful enablement strategies.

The Global Digital SMB team is focused on building an easy self-service experience for our customers. The team is accountable for the growth of our online sales KPI’s. The team drives those numbers by experimenting with: programs that drive GTM or product improvements and campaigns to drive self-service customer adoption.

Levels

Senior Analyst, Global Digital SMB

The Senior Analyst role is part of a team focused on transforming the way that GitLab goes to market. Aligned to a cohort of GitLab customers, this role is focused on leveraging data to empower these customers to onboard, transact, and manage their accounts online and at scale.

Certification Exam Developer

GitLab’s Education Services team is looking for an experienced certification exam developer responsible for managing the design, development and maintenance of GitLab’s certification exams. In this role, you will lead the efforts to work cross-functionally in designing the competency framework, blueprints, candidate test items, study materials, and test forms.

Your goal is to accelerate the adoption of GitLab by ensuring our customers, community and partners of various sizes and industries can gain benefit, demonstrate their product expertise, and advance their careers with GitLab. As a member of the Education Services team, you’ll be part of a team that cares deeply about creating learning experiences that deliver value at scale. We want our customers to not only become GitLab experts, but champions of our brand.

Inside Sales Representative

Job Grade

The Inside Sales Representative is a grade 6.

Responsibilities

• Inside Sales Representative will report to an Inside Sales Manager.
• Ensure healthy weekly activity: calls, leads, demos, and opportunity progression (MEDPPIC).
• Review weekly forecast and business outcomes with sales leaders. This includes win/loss analysis so we can iterate approach based on our success and failures.
• Manage sales order processing including monitoring the system to ensure accurate receipt booking of sales orders, tracking sales shipment, delivery.
• Responsible for all renewals of all contracts and upgrades in your territory.
• Improve and maintain Salesforce structure for accurate sub accounts (groups/programs), opportunities and contacts.
• Collaborates regionally and globally in developing/enhancing standardized processes, reports, and sales programs that facilitate efficient sales operations, effective sales execution, and improved management insight. This includes ensuring the GitLab sales handbook is followed and/or modified when necessary.

Requirements

• A true desire to see customers benefit from the investment they make with you
• Demonstrated progressive experience with B2B software sales
• Experience selling into large organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy. Federal, LLC team members need to also comply with the applicable vaccination policies.

Public Sector Inside Sales Representative

Job Grade

The Public Sector Inside Sales Representative is a grade 6.

Responsibilities

• Inside Sales Representative will report to Worldwide Director of Commercial Mid-Market
• Ensure healthy weekly activity: calls, market inquiries, demos, and opportunity progression (MEDPPIC).
• Review weekly forecast and business outcomes with sales influencers. This includes win/loss examination so we can iterate approach based on our success and failures.
• Manage sales order processing including monitoring the system to ensure accurate receipt booking of sales orders, tracking sales shipment, delivery.
• Responsible for all renewals of all contracts and upgrades in your territory.
• Improve and maintain Salesforce structure for accurate sub accounts (groups/programs), opportunities and contacts.
• Collaborates regionally and globally in developing/enhancing standardized processes, reports, and sales programs that facilitate efficient sales operations, effective sales execution, and improved management insight. This includes ensuring the GitLab sales handbook is followed and/or modified when necessary.

Requirements

• A true desire to see customers benefit from the investment they make with you
• Demonstrated progressive experience with B2B software sales
• Comfort using Zuora, Salesforce
• Experience selling into commercial organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, robust interpersonal skills
• Motivated, self-guided and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Career Ladder

The next step in the Commercial Sales job family is to move to the SMB Account Executive job family.

At GitLab, we are fundamentally changing the way our customers get their software to market by putting the entire DevOps lifecycle into a single application. With over 100,000 organizations using the product, GitLab is one of the fastest growing companies in technology. We make our customers successful in achieving their business outcomes with the GitLab product as they move to truly modern DevOps. We know that our customers trust GitLab to take their ideas all the way from plan to shipped product in production. We take that responsibility seriously. We have an incredible existing and rapidly growing customer base with a passionate, supportive open-source community and incredibly talented teams located in 40 countries focused on supporting them.

The Professional Services Manager contributes to and executes the strategic vision leading service delivery for GitLab’s Professional Services Organization. Reporting to the Vice President of Customer Success, the leader is responsible for developing strategies and operations to deliver best-in-class services (i.e., consulting, implementation and educational services) to help customers accelerate their DevOps transformation. The Manager of Professional Services works to build and scale a services business, in a bold, fast-moving, transparent and values-led organization to enable customer and company success.

GitLab is a hyper growth company searching for people who are intelligent and agile with strong skills in technology, sales, business, communication and leadership. Desire to lead through change is a must.

The Manager of Customer Experience is a management position on the front-lines working with the Customer Success Managers and the Account Managers helping evolve and grow our large and strategic customers. This is a player/coach role where the individual is expected to be experienced in and have advanced insight to the GitLab platform. The individual will contribute to territory and account strategy as well as driving the execution directly and indirectly. The individual will need to be very comfortable giving and receiving positive and constructive feedback, as well as adapting to environmental change and retrospecting on successes and failures. The Manager of Customer Experience will work together with the other managers within the Customer Success organization to help execute on strategies and vision with the Director.

The Self-Service Operations function is part of a team focused on building an easy self-service experience for our customers. The Operations team is accountable for owning and delivering all operational support required to enable a customer-facing self-service first team. This team is also the face of self-service for all internal sales and customer-facing teams.

Levels

Senior Analyst, Global Digital SMB Product GTM

This role reports to the Sr. Manager, Global Digital SMB Growth.

The Online Sales & Self Service Product & Data Analytics job family is responsible for all Product & Data Analytics solutions driving the growth and maturity of Self Service at GitLab.

Analyst, Online Sales & Self Service Data

The Data Analyst role is responsible for assisting in the creation and scaling our use of data for GitLab’s self-service business. This function will work with a variety of data: sales, quotes/subscription, product, billing, and case data. The Analyst, Online Sales & Self Service Data reports to the Senior Manager, Online Sales & Self Service Product & Data Analytics.

Levels

Order Management Specialist

The Order Management Specialist reports to Manager, Deal Desk.

Order Management Specialist Job Grade

The Order Management Specialist is a grade 5.

Order Management Specialist Responsibilities

• Serves as primary point of contact to support the Field Sales team for all questions related to opportunity booking, subscription management and license delivery protocols
• Manages opportunity bookings and related processes for supported region, including the creation and maintenance of GitLab Handbook documentation
• Resolves any booking errors within supported region
• Partners with Deal Desk and Billing teams to efficiently and accurately process opportunities
• Maintains customer subscription data, ensuring all live subscription data in Salesforce matches the associated Zuora subscription data
• Monitors License Fulfillment, partners with Support Engineering team to resolve issues related to true ups/incorrect end user
• Provides guidance to the field for customers to successfully apply license to GitLab instance
• Performs Weekly and Monthly Reconciliations, including ensuring there is a 1:1 relationship between Zuora Invoice and SFDC Opportunity, as well as ensuring the accuracy of Net ARR and other bookings metrics.

Order Management Specialist Requirements

• Familiarity with the Enterprise SaaS/B2B Industry - Order Management, Finance Operations, Deal Desk, Sales Operations or Pricing experience preferred
• Demonstrated ability to partner with GTM Teams and other cross functional departments
• Basic understanding of revenue recognition rules
• Highly organized, customer-focused, innovative and strong attention to details
• Excellent communicator, self-aware, transparent, collegial, and open to feedback
• Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
• Ability to prioritize and effectively manage distractions
• Strong quantitative skills and highly proficient in gSuite, Salesforce.com
• Basic knowledge and understanding of a CPQ tool
• Interest in GitLab, and open source software, ability to use GitLab
• You share our values, and work in accordance with those values
• Ability to thrive in a fully remote organization

Order Management Specialist Performance Indicators

• Opportunity Booking SLA
• Opportunity Booking Accuracy

Senior Order Management Specialist

The Senior Order Management Specialist reports to Manager, Deal Desk.

The Partner Integration Engineering job family will provide technical guidance to our technology partners through integrating with GitLab using our existing OAuth flows, APIs, and Webhooks. The PIE engineering team will also work closely with GitLab Ecosystem Engineering and GitLab Product Management to advocate for changes in our product to improve the overall integration experience.

Levels

Associate Partner Integration Engineer

The Associate Partner Integration Engineer reports to Manager, Partner Integration Engineers.

To meet evolving customer needs and to continue GitLab’s growth, partners are an essential component of our future success. Specifically, we need to leverage partners capabilities to implement, support and grow usage and adoption of the GitLab platform. Partner Territory Managers (PTMs) have a dual function. First, PTMs support GitLab field sales in a specific territory in which they are responsible for ensuring that the right partners contribute to customer success with GitLab on a pre and post sales basis. Second, PTMs manage one or more partner relationships that play a role in the success of their territory. PTMs support their assigned territory by establishing an overall partner strategy, developing partner pipeline, and facilitating partner sales and services.

The Engagement Manager plays the critical role in helping Customers drive adoption of high value functionality of the GitLab platform. The Engagement Manager plays a sales overlay role by shaping customer engagements focused helping customers accelerated toward their positive business outcomes with GitLab. The Engagement Manager serves as a trusted advisor to customers in their portfolio, providing guidance to Sales, Customer Success and Professional Services Delivery team and ensuring the highest levels of customer satisfaction.

Professional Services Engineers engage with customers to provide installation, migration, training, and advisory services. They handle installations ranging from single-node Omnibus installs, to our largest reference architectures utilizing IaC/CaC, migrations from multiple systems to GitLab SaaS or self-hosted, and advisory services across the entire GitLab feature stack.

Professional Services Engineers are expected to be able to interface not only with the customer, but with our GitLab Product/Engineering teams, to find the best route for customer success, and to help drive improvements into GitLab features and processes.

Professional Services Project Coordinator

Professional Services Project Coordinator, Associate

The Professional Services Project Coordinator reports to Manager, Professional Services Operations

Professional Services Project Coordinator, Associate Job Grade

The Professional Services Project Coordinator is a grade 5.

Professional Services Project Coordinator, Associate Responsibilities

• Run weekly time reports to estimate revenue; identify any resource or revenue corrective actions that are required to meet/beat monthly target
• Run monthly/quarterly billing; work with accounting to record revenue.
• Review order booking paperwork and update the Professional Services systems for project set up. -Create new internal team member on-boarding and AR requests issues -Create new Partner team member on-boarding and AR request issues Project Set up in PS Tool
• Continually provide suggestions to business and reporting processes that keep up with the changes in the organization.

Professional Services Project Coordinator, Associate Requirements

• Bachelor’s degree required, preferably in Finance, Accounting, Statistics, or Business Management
• Demonstrated progressive industry experience in a Professional Services Operations or similar role for a high-tech product company
• Professional Services Automation (PSA) tools experience recommended (i.e. NetSuite Openair, FinancialForce)
• Previous experience in a data-driven, analytics-centric role
• Working understanding of Professional Services cost structures strongly preferred
• Strong Microsoft Excel skills including experience with pivot tables, analyzing and formatting data, use of filters, and creating charts and graphs
• Excellent communication and presentation skills
• Must have incredible attention to detail, be self-starting, and possess strong organizational skills
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Professional Services Project Coordinator, Intermediate

The Professional Services Project Coordinator reports to Manager, Professional Services Operations

Levels

Professional Services Practice Manager

Professional Services Practice Manager Job Grade

The Professional Services Practice Manager is a grade 6.

Professional Services Practice Manager Responsibilities

• Act as a product manager of professional services.
• Review information gathered by PS Leaders to understand offering value proposition.
• Execute on building offerings based on direction from Leadership.
• Builds sales collateral, scoping guidelines, project plans, delivery kits.
• Creates service offerings that are focused foundational implementation, onboarding, and data consolidation.
• Focuses on a-la-carte add-on services and packaged services targeting Mid Market and First Order Customers.
• Follows guidance from previous examples of go-to-market approach (e.g SKU or custom scoped SOW)
• Demonstrates good communication skills across the PS organization (Practice Management, Engagement Management, Consulting Delivery) and Customer Success team.
• Works with PS Leaders to launch internal marketing campaign to educate field about new service offering.

Professional Services Practice Manager Requirements

• Prior work experience as a Product Manager, Practice Manager or in a Customer Success role.
• Knowledge and familiarity with the Software Development Life Cycle and DevOps required (open source software knowledge and familiarity considered a plus)
• Demonstrated progressive relevant experience defining, developing, and executing customer services and/or training strategies, operations and action plans
• Ability to quickly understand technical concepts and explain them to customer and professional services audiences (mostly technical)
• Proven ability to effectively interact with and influence senior executives and team members
• Exceptional written/verbal communication and presentation skills
• Team player with strong interpersonal skills, skilled at project management and cross-functional collaboration
• Experienced in giving and receiving constructive feedback
• Ability to thrive in a fast-paced, unpredictable environment
• Share and work in accordance with GitLab’s values
• Experience growing within a small start-up is a plus
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Senior Professional Services Practice Manager

Senior Professional Services Practice Manager Job Grade

The Senior Professional Services Practice Manager is a grade 7 or grade 8, depending on seniority and prior experience.

Professional Services Program Manager Roles at GitLab

A highly visible and customer-facing position, within the Professional Services organization, and the wider Customer Success team, that works with but not limited to Professional Services Engineers, Project Managers, Engagement Managers, Technical Architects, Professional Services Operations, and the Sales Organization. A Program Manager is responsible for overseeing and managing customer programs and a portfolio of projects. Their primary role is to ensure the successful delivery of client projects, including long-term strategy, while also managing the overall program and providing strategic guidance to the team and customer. The Professional Services Program Manager reports to the Regional Delivery Manager.

Levels

Solutions Manager (Intermediate)

The Solutions Manager (Intermediate) reports to Sr. Manager of Professional Services Practice Development.

Solutions Manager (Intermediate) Job Grade

The Solutions Manager (Intermediate) is a grade 6.

Solutions Manager (Intermediate) Responsibilities

• Define, scope, and prioritize GitLab’s services and training offerings, including persona and market segmentation analysis, offering definition, scope, and pricing
• Collaborate with subject matter experts in the field, Product Management & Marketing, and instructional designers (as appropriate) to develop and deliver prioritized global services and training offerings, content, and sales & marketing collateral
• Ensure services/training delivery model is focused on customer success outcomes while championing quality and efficiency
• Measure and report on the effectiveness of services and training enablement investments and programs
• Ensure a robust closed feedback loop that embraces continuous improvement and iteration
• Identify and act on opportunities to improve the customer experience via innovative services/training offerings
• Build business case for additional services and training and enablement resources as needed

Solutions Manager (Intermediate) Requirements

• Knowledge and familiarity with the Software Development Life Cycle and DevOps required (open source software knowledge and familiarity considered a plus)
• Demonstrated progressive relevant experience defining, developing, and executing customer services and/or training strategies, operations and action plans
• Ability to quickly understand technical concepts and explain them to customer and professional services audiences (mostly technical)
• Proven ability to effectively interact with and influence senior executives and team members
• Exceptional written/verbal communication and presentation skills
• Team player with strong interpersonal skills, skilled at project management and cross-functional collaboration
• Experienced in giving and receiving constructive feedback
• Ability to thrive in a fast-paced, unpredictable environment
• Share and work in accordance with GitLab’s values
• Experience growing within a small start-up is a plus
• Ability to use GitLab

Senior Solutions Manager

The Senior Solutions Manager reports to Sr. Manager of Professional Services Practice Development.

The Program Manager, Field Enablement job family is responsible for aligning, building, measuring and managing world-class global sales content, training, and enablement programs.

Levels

Associate Program Manager, Field Enablement

The Associate Program Manager, Field Enablement reports to a people manager on the Field Enablement team.

Associate Program Manager, Field Enablement Job Grade

The Associate Program Manager, Field Enablement is a grade 5.

Associate Program Manager, Field Enablement Responsibilities

• Successfully accomplishes responsibilities with clear direction and oversight from other Program Managers and their direct manager.
• Execution of Field Enablement programs to ensure internal and external customers and partners are equipped with content, resources, tools and training to effectively differentiate and sell the GitLab solution.
• Assist with the development of training and enablement programs and content, customized regionally as needed.
• Build and implement the processes and tools needed to support our training and enablement strategy.
• Provide insights and recommendations for process improvement to other Field Enablement Program Managers.
• Manage curricula and reporting for online, self-paced onboarding and result-driven continuous learning.
• Determine opportunities for improving the sales learning experience and identify innovative techniques for delivery.
• Build, maintain, report, and audit existing content for any updates necessary.

Associate Program Manager, Field Enablement Requirements

• Ability to continuously meet due dates and execute on projects with positive impact from stakeholders
• Basic knowledge of sales training technology and methodologies; demonstrable experience with sales enablement concepts, practices, and procedures.
• Demonstrated ability to build enablement content and curricula from instructional design documentation.
• Demonstrated ability to facilitate training deliveries.
• Strong written and verbal communication skills.
• Team player with strong interpersonal skills.
• Ability to use GitLab
• Aligns with GitLab Values

Program Manager, Field Enablement

The Program Manager, Field Enablement reports to a people manager on the Field Enablement team.

As a Public Sector Channel Manager your primary goal will be to build pipeline and channel revenue with high performance partners. This high-energy position requires the candidate to be extremely motivated and results-driven – with follow through to create and qualify partner-initiated opportunities.

Job Grade

The Public Sector Channel Manager is a grade 8.

Responsibilities

• Identify and recruit new federal reseller partners in key markets through market analysis and cross-leveraging channel ecosystems of key alliance partners
• Coordinate and conduct sales training for partner onboarding
• Manage sales opportunities with all designated Partners, providing accurate and updated sales funnel.
• Build and maintain quarterly business plans for top partner accounts.
• Development of territory plan, including documenting recruiting strategy.
• Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources.
• Provide timely and on-going deal support to help close new opportunities at identified resellers including pricing requests, resource coordination, and other partner management activities.
• Drive marketing initiatives, go-to-market programs, and demand generation activities that will result in new reseller sales opportunities
• Proactively develop incentives or contests that will increase GitLab’s consideration rate within the reseller’s sales force.
• Provide overall relationship management and act as the central point of contact for channel resellers and distributors.
• Be a key contributor to help define and scale the optimal channel partner program.
• Assist sales management in conveying customer needs to product managers, and technical support staff

Requirements

• Recent experience in software Federal Channel Sales is mandatory including knowledge of 2-tier (distribution) reseller models.
• Work under minimal supervision on complex projects.
• Strong interpersonal skills and ability to excel in a team oriented atmosphere
• Strong written/verbal communications skills
• Very motivated and goal-oriented
• Must want a career-oriented environment that is both fun and professional.
• Strong customer service orientation and ability to develop and maintain relationships
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy. Federal, LLC team members need to also comply with the applicable vaccination policies.

Career Ladder

The next step in the Public Sector Channel Manager job family is to move to the Public Sector Area Sales Manager job family.

Levels

Public Sector Inside Sales Representative

The Public Sector Insides Sales Representative reports intot the Manager, Public Sector Inside Sales, Senior Manager, Public Sector Inside Sales or a Federal Sales Director.

Public Sector Inside Sales Representative Job Grade

The Public Sector Inside Sales Representative is a grade 6.

Public Sector Inside Sales Representative Responsibilities

• Ensure healthy weekly activity: calls, leads, demos, and opportunity progression (MEDPPIC).
• Review weekly forecast and business outcomes with sales leaders. This includes win/loss analysis so we can iterate approach based on our success and failures.
• Manage sales order processing including monitoring the system to ensure accurate receipt booking of sales orders, tracking sales shipment, delivery.
• Responsible for all renewals of all contracts and upgrades in your territory.
• Improve and maintain Salesforce structure for accurate sub accounts (groups/programs), opportunities and contacts.
• Collaborates regionally and globally in developing/enhancing standardized processes, reports, and sales programs that facilitate efficient sales operations, effective sales execution, and improved management insight. This includes ensuring the GitLab sales handbook is followed and/or modified when necessary.
• Work with government contract officers to ensure RFQ’s are responded and closed in a timely manner. This would include working with the Public Sector Inside Sales Manager to determine which partners could bring value if we assign them to run with an account.
• Work with Channel Managers to team on call campaigns and quotes for RFQs through distribution.
• Manage Reseller relationships: Quoting, Lead generation, Renewals, Product and price list updates.
• Ability to travel if needed and comply with the company’s travel policy. Federal, LLC team members need to also comply with the applicable vaccination policies.

Public Sector Inside Sales Representative Requirements

• A true desire to see customers benefit from the investment they make with you
• Demonstrated progressive experience with B2B software sales
• Experience selling into large organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Senior Public Sector Inside Sales Representative

The Senior Public Sector Insides Sales Representative reports intot the Manager, Public Sector Sales, Senior Manager, Public Sector Sales or a Federal Sales Director.

As the Regional Sales Director, you will lead a dynamic sales team and help GitLab surpass our growth goals. The right candidate is responsible for building and leading a world class sales team, implementing technology and processes, and partnering with the account management, customer success, marketing, product, engineering and operations teams to deliver the best possible customer experience. The right candidate is truly passionate about open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.

Renewals Manager Job Family

Renewal Managers have applicable skills for many other jobs in the Customer Success, Sales and Marketing organizations.

The Renewals job family delivers to an essential moment in the customer journey, ensuring we can continue to deliver value and business outcomes by specializing in customer retention. In collaboration with sales, channel partners, customer success, and sales operations, this team will focus on successfully renewing customer subscriptions while providing a seamless customer experience. The roles aim to deliver predictable and efficient renewals through a proactive management of the customers lifecycle.

As the Sales Administrator, you will play a critical role in support of our sales team.

You will report to the Director of Sales Operations and will support our sales team in a number of essential sales-related tasks such as generating quotes, sending legal documents, and working with Finance to complete vendor forms. You will also serve in a customer-facing capacity where you will answer questions related to a customer’s account, including questions related to renewing or upgrading their GitLab service. Finally, you will play an important role in the data quality of our systems, using third-party tools to enrich and keep our business systems up-to-date.

Area Sales Manager

The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the Regional Sales Director, you will be responsible for hiring, developing and leading a high-performing team of Strategic Account Leaders to meet and exceed sales goals. The right candidate is truly passionate about open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.

Manager, Sales Systems

Job Grade

The Manager, Sales Systems is a grade 8.

Responsibilities

• Chief administrator of all sales systems.
• Build, lead and manage a team of Business Systems professionals.
• Help drive business system strategy and direction across Sales, Marketing and cross-functional teams.
• Optimize current business processes (e.g. CPQ/QTC) to scale for growth and efficiency.
• Facilitate successful implementation of new technology and processes, fostering an organization of continuous process improvement.
• Manage the development of detailed design specifications for use by the technical team.
• Manage data governance processes and adherence of guidelines between internal business units and systems.
• Partner with business users to lead the implement of strategic projects critical to scaling the Go-To-Market process.

Requirements

• BA/BS degree.
• Past experience in a business and/or systems role.
• Salesforce.com expert including validation rules, workflow, formulas, sandbox and customization of all standard and custom objects.
• Demonstrated ability to drive cross-functional teams to meet business objectives and influence colleagues, fostering strong working relationships.
• Strong strategic thinking, creative problem solving and analytical skills.
• Excellent problem solving, project management, interpersonal and organizational skills.
• Certified Salesforce.com Administrator & Force.com Developer.
• SaaS and B2B experience preferred.
• Interest in GitLab, and open source software.
• You share our values, and work in accordance with those values.
• Ability to thrive in a fully remote organization.
• Leadership at GitLab.
• Ability to use GitLab.

Senior Manager, Sales Systems

Job Grade

The Senior Manager, Sales Systems is a grade 9.

As an integral member of the GitLab Sales and Customer Enablement team, our Sales Training Facilitator is responsible for delivering world-class virtual (and sometimes in-person) global sales training and enablement programs.

Responsibilities

• Successfully deliver sales training and enablement programs to ensure internal and external customers and partners are equipped with content, resources, and tools to effectively differentiate and sell the GitLab solution.
• Collaborate with marketing and other SMEs to identify, develop, and execute core sales training and enablement curriculum, customized regionally as needed, for various internal and external audiences.
• Ensure alignment of sales enablement activities with key internal and external events, such as new product releases, campaigns, and essential industry trade shows.
• Facilitate the successful execution and delivery of self-paced on-boarding and result-driven continuous learning.
• Leverage Salesforce.com CRM infrastructure and other tools for delivering formal and informal/social learning.
• Measure and report on the effectiveness of sales trainings delivered.
• Determine opportunities for improving the sales learning experience and identify innovative techniques for delivery.

Requirements

• Software sales or sales training experience, preferably with expertise in DevOps and/or Open Source.
• Working knowledge of sales training technology and methodologies; demonstrable experience with sales enablement concepts, practices, and procedures.
• Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise (sales team, customers, channel partners, and internal support partners).
• Experience growing within a small start-up. Strong ability to interact and influence effectively with sales professionals and sales management.
• Exceptional written/verbal communication and presentation skills.
• Team player with strong intrapersonal skills, skilled at cross-functional collaboration.
• Ability to thrive in a fast-paced, unpredictable environment.
• Share and work in accordance with GitLab’s values.
• Ability to use GitLab

Performance Indicators

As with all roles in the Sales Department the Sales Training Facilitator, Sales and Customer Enablement participates in the Sales KPIs.

Analyst

Responsibilities

• Support the field sales team on opportunity management (creation, updating, closing)
• Collaborate with the sales and support functions to ensure SLAs are met
• Document and create knowledge repository for first-tier sales support
• Create and Implement reporting and dashboards for the sales organization that focuses on improving efficiency, effectiveness, and productivity
• Manage the operational aspect of on-boarding new employees and transitions of existing employees
• Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
• Collaborate with Marketing to ensure proper lead management processes, metrics and policies
• Maintain data integrity within customer records in Salesforce.com and other systems
• Monitor system adoption and data compliance and governance
• Maintain and evangelize communication best practices for sales and sales support functions

Requirements

• BA/BS degree
• Demonstrated progressive relevant experience and an understanding of sales operations
• Strong analytical ability and able to prioritize multiple projects
• SFDC experience and knowledge of enterprise SaaS tools
• Excellent problem solving, project management, interpersonal and organizational skills
• SaaS and B2B experience preferred
• Interest in GitLab, and open source software
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Performance Indicators

As with all roles in the Sales Department the Senior Director of Sales Operations participates in the Sales KPIs.

This Senior Manager, Self-Service Sales role is part of a team focused on building an easy self-service experience for our customers.

Role

The Senior Manager, Self-Service Customer Engagement reports to the Director, Self Service Growth.

Levels

Senior Manager, Self-Service Sales

The Senior Manager, Self-Service Sales report so the Director, Title.

Senior Manager, Self-Service Sales Job Grade

The Senior Manager, Self-Service Sales is a grade 9.

At GitLab, we are fundamentally changing the way our customers get their software to market by putting the entire DevOps lifecycle into a single application. With over 100,000 organizations using the product GitLab is one of the fastest growing companies in technology. Our customer success teams are responsible for ensuring that our customers are wildly successful in achieving their business outcomes with the GitLab product as they move to truly modern DevOps. A complete long-term engagement of planning, strategy, coaching, services and relationship building ensures our customers exceed their goals and digitally transform. We know that our customers trust GitLab to take their ideas all the way from plan to shipped product in production and we don’t take that responsibility lightly. We have an incredible existing, and rapidly growing, customer base, with a passionate, supportive open-source community and incredibly talented teams located in 40 countries focused on supporting them.

Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.

The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.

The Technical Enablement Program Manager is responsible for leading and managing technical learning programs for GitLab technical sales and customer success professionals (Solution Architects and Customer Success Managers) across the technical sales professional lifecycle.

Levels

Senior Technical Enablement Program Manager

The Senior Technical Enablement Program Manager reports to the Manager, Field Enablement Programs.

Senior Technical Enablement Program Manager Job Grade

The Senior Technical Enablement Program Manager is a grade 7.

The Technical Instructional Designer is responsible for designing and developing new, engaging, and effective learning solutions and instructional experiences for GitLab customers, partners, and/or sales & customer success professionals that help these audiences achieve desired learning outcomes.

Responsibilities

• Design and develop experiential learning solutions that support adult learning best practices, address needs identified in a job/task analysis, drive behavior change, and improve performance of GitLab customers, partners, and/or sales teams
• Follow GitLab branding guidelines and standards to ensure content is professional and consistent with corporate look and feel for external audiences
• Create and curate customer learning content using the latest technology and innovative techniques (especially via but not limited to scalable online delivery)
• Build and maintain valued relationships with key stakeholders and external vendors
• Design interactive courseware and video using adult learning theory that appeals to various learning styles and international audiences
• Utilize various modern authoring tools to rapidly build enjoyable, positive learning experiences that are interactive, effective and technically functional
• Develop instructionally sound knowledge, skill, and job performance-based assessments
• Evaluate the business impact of learning programs through the use of learning and performance metrics
• Gain a working knowledge of the various functional and technological product areas of GitLab
• Closely partner and collaborate with other members of the Field Enablement team to continuously improve existing learning programs based on the latest research in adult education
• Meet all milestones and final deliverables by deadlines; when delays do occur, work with the team to estimate, monitor, adjust, and proactively communicate revised deadlines as needed
• Be a mentor to sales enablement program managers, trainers, and business partners on best practices in instructional design and enablement solutions
• Take on additional projects and responsibilities as needed

Requirements

• Bachelor’s degree required; Master’s Degree in Instructional Development, Training Education/Communication is preferred
• Demonstrated progressive related work experience in B2B SaaS customer, partner, and/or sales training instructional design (or equivalent combination of transferable experience and education)
• Deep experience designing and developing learning programs across delivery mediums and content types (mobile learning, e-learning, video, gamification, virtual learning, live simulation, and live classroom)
• Proven experience designing and developing scalable, engaging, online training is a must
• Demonstrated experience working with multiple industry recognized instructional design models preferred
• Must have the ability to work in an ever-changing, project-driven environment with a strong design sensibility when creating all customer, partner, and sales training and enablement instructional materials
• Strong oral and written communication skills and diverse experience working with internal customers and stakeholders in both live and virtual environments
• Proven ability to clearly articulate complex concepts in simple terms is essential
• Excellent team player
• Must be detail oriented and have strong project management skills needing minimal supervision
• Experience with a wide range of modern elearning authoring tools (e.g. recent versions of Adobe Captivate, Articulate 360 Suite, Go Animate, Elucidat, etc.)
• Working knowledge and application experience using reveal.js, Articulate 360, Adobe Creative Suite (Premiere, Captivate, InDesign, Illustrator, Photoshop), and other industry benchmark applications and online multimedia authoring tools
• HTML5, xAPI, mobile learning, and adaptive learning experience desired
• Experience working with a variety of Learning Management and Learning Experience Systems and various virtual meeting management tools such as Zoom is a plus
• Familiarity with statically generated websites are preferred, as we take a handbook-first approach to Field and Customer Enablement
• Knowledge of the software development life cycle, DevOps, and/or open source software is preferred
• Ability to use GitLab

Levels

Technical Instructional Designer (Intermediate)

The Technical Instructional Designer (Intermediate) reports to the Senior Manager of Education Curriculum Development.

The Technical Writer, Customer Programs is a part of the Customer Success Manager team, and focuses on creating the content to enable our customer digital journey, while also contributing to GitLab docs and blog posts to ensure the ‘how-to’ learnings shared across our team are memorialized for our customer to benefit.

Levels

Senior Technical Writer, Customer Programs

The Senior Technical Writer, Customer Programs reports to the Director of Customer Success Managers.

At GitLab, we are fundamentally changing the way our customers get their software to market by putting the entire DevOps lifecycle into a single application. With over 100,000 organizations using the product GitLab is one of the fastest growing companies in technology. Our channel teams are responsible for building, enabling, supporting and driving revenue with SIs, VARs, VADs, and DMRs. Our channel partners deliver both sales and professional services to our joint customers. Together, we make our customers successful in achieving their business outcomes with the GitLab product as they move to truly modern DevOps. We know that our customers trust GitLab to take their ideas all the way from plan to shipped product in production. we take that responsibility seriously and are building a worldwide partner program with like-minded partners. We have an incredible existing, and rapidly growing, customer base, with a passionate, supportive open-source community and incredibly talented teams located in 40 countries focused on supporting them.

Job Grade

The VP, Enterprise Sales is a grade 12.

Responsibilities

• Establish and deliver on a strategy to land new customers with a mutual vision for expansion and expand existing accounts with purpose, driving customer success and predictable year over year ARR growth for GitLab.
• Recruit and develop a top tier, diverse, efficient enterprise sales organization of Area Vice Presidents, Area Sales Managers and Strategic Account Leaders
• Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base
• Provide detailed and accurate sales forecasting
• Manage overall sales process, set appropriate metrics for sales funnel management
• Plan and manage at both the strategic and operational levels

Requirements

• Demonstrated progressive second line leadership experience leading teams in strategic sales. Multiple repeatable proof points of recruiting, hiring, developing, and retaining leaders and individual contributors that make-up a high performing enterprise sales organization.
• Deep experience selling into accounts in core markets.
• Demonstrated progressive and consistent overachievements of a $20m+ ACV annual quota
• Demonstrated progressive experience in software sales, preferably with development tool and/or open source experience
• Proven track record of working closely with the channel for growth leverage.
• Proven success partnering with Marketing, Channel, Alliances, Product, and Engineering peers.
• Demonstration of high levels of integrity, initiative, honesty and leadership
• Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
• Willingness to learn and use GitLab
• Polished presentation skills
• Ability to handle a fast-paced environment and ambitious workload
• Bachelor degree
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Territories

VP, Enterprise Sales (Americas) Responsibilities

• Extends that of the VP, Enterprise Sales responsibilities
• Leadership focused on Enterprise in the Americas territory

VP, Enterprise Sales (Americas) Requirements

• Extends that of the VP, Enterprise Sales requirements
• Extensive knowledge in the Enterprise landscape within United States, LATAM and Canada

VP, Enterprise Sales (EMEA) Responsibilities

• Extends that of the VP, Enterprise Sales responsibilities
• Leadership focused on Enterprise in the EMEA territory

VP, Enterprise Sales (EMEA) Requirements

• Extends that of the VP, Enterprise Sales requirements
• Extensive knowledge in the Enterprise landscape within EMEA

VP, Enterprise Sales (APAC) Responsibilities

• Extends that of the VP, Enterprise Sales responsibilities
• Leadership focused on Enterprise in the APAC territory

VP, Enterprise Sales (APAC) Requirements

• Extends that of the VP, Enterprise Sales requirements
• Extensive knowledge in the Enterprise landscape within APAC

Performance Indicators

As with all roles in the Sales Department the VP of Enterprise Sales participates in the Sales KPIs.

Job Grade

The VP, Global Enterprise Sales is a grade 12.

Responsibilities

• Determine and drive the global enterprise sales strategy to build and grow GitLab’s presence and to achieve business targets.
• Leverage our current, outstanding sales team while also expanding and growing the team as part of our sales segmentation strategy. Manage a team of regional sales directors globally. Foster a successful and positive team environment.
• Define sales processes that drive desired sales outcomes and identify improvements where and when required. Put in place infrastructure and systems to support the success of the sales function
• Manage senior level customer relationships and participate in closing strategic opportunities when needed.
• Play a critical role in business planning, working closely with other senior executives to develop plans, resource requirements, and influence our long-term business strategy.
• Work cross-functionally with sales leaders, marketing and product teams to develop go-to-market strategies and execution. Lead ongoing analysis of business performance to support daily operations and quarterly business reviews.

Requirements

• Demonstrated progressive progressive, global enterprise sales leadership and operations experience within the software / open source / DevOps industry.
• Experience leveraging, building and managing enterprise sales teams globally; proven record of recruiting and enabling top talent.
• Experience selling to Fortune 500; willing to “roll up the sleeves’ and sell, and help teams close deals when needed.
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Experience utilizing CRM systems and marketing automation systems (such as salesforce, market, outreach etc.)
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations
• Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
• Ability to handle a fast-paced environment and challenging workload
• Ability to travel globally as needed
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

As with all roles in the Sales Department the VP of Enterprise Sales participates in the Sales KPIs.

At GitLab, we are fundamentally changing the way our customers get their software to market by putting the entire DevOps lifecycle into a single application. With over 100,000 organizations using the product GitLab is one of the fastest growing companies in technology. Our channel teams are responsible for building, enabling, supporting and driving revenue with SIs, VARs, VADs, and DMRs. Our channel partners deliver both sales and professional services to our joint customers. Together, we make our customers successful in achieving their business outcomes with the GitLab product as they move to truly modern DevOps. We know that our customers trust GitLab to take their ideas all the way from plan to shipped product in production. we take that responsibility seriously and are building a worldwide partner program with like-minded partners. We have an incredible existing, and rapidly growing, customer base, with a passionate, supportive open-source community and incredibly talented teams located in 40 countries focused on supporting them.

The Vice President, Online Sales & Self Service job family is responsible for bringing a strategic vision and innovative approach in creating, managing and executing strategic programs that drive key revenue, margin, and growth opportunities globally for GitLab.

The Vice President, Online Sales & Self Service reports to the VP of Commercial Sales.

Job Grade

The VP, Online Sales and Self Service is a grade 12.

Responsibilities

• Lead the e-commerce and self-service business to drive revenue growth, sales efficiency, customer experience, and customer retention.
• Develop and execute an e-commerce strategy that will increase customer adoption and drive the online business, increasing revenue and profitability.
• Partner closely with Sales, Marketing, Product Management, Fulfillment and Support teams to optimize e-commerce processes to meet broad company objectives.
• Consolidate self-service business requirements from all segments, channels, and geographies and provide a single business plan and interface for the product teams.
• Establish and deliver on a strategy to land new customers with a mutual vision for expansion and expand existing accounts with purpose, driving customer success and predictable year-over-year ARR growth for GitLab.
• Maintain key customer kpi for conversion and self-serve retention programs. Develop and implement strategies for expanding the company’s customer base via self service.
• Build a team of program managers, analysts, sales support specialists and systems designers to define business requirements, test and iterate to fulfill needs of customer experience.
• Own both native and overlay quota.
• Exceed growth and sales efficiency targets.
• Provide detailed and accurate sales forecasting for online sales by segment, channel, and region.
• Manage prioritization of iteration of online sales funnel and instrumentation.
• Plan and manage both short term and long term coordination with marketing, product, and sales leadership.

Requirements

• A solid track record of online sales growth and target attainment
• Has specialized knowledge of the Online Sales, Self Service/e-commerce space, and customers
• Proven second-line management experience with deep domain experience in the Online Sales vertical, including a history of successfully selling through the e-commerce channel
• Multiple repeatable proof points of recruiting, hiring, developing, and retaining leaders and individual contributors that make up a high performing online sales organization.
• Strong experience in software sales, preferably with development tool and/or open-source experience
• Proven track record of working closely with the channel for growth leverage
• Proven success partnering with Marketing, Channel, Alliances, Product, and Engineering peers
• Demonstration of high levels of integrity, initiative, honesty and leadership
• Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
• Willingness to learn and use GitLab
• Polished presentation skills
• Ability to handle a fast-paced environment and ambitious workload
• Bachelor degree
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

• As with all roles in the Sales department the VP of Enterprise Sales participates in the Sales KPIs.
• Specific to this role:
  • CAC Ratio (target: Monthly target set by Finance)
  • Percent of Ramped Reps at or Above Quota (target: greater than 55%)
  • Percent of Ramping Reps at or Above 70% of Quota (target: greater than 70%)
  • Churn and Contraction / ATR (target: Quarterly target set by Sales & Finance)
  • ARPU (target: 1.5% increase per month)

Career Ladder

The next step for the VP, Online Sales & Self Service Job Family is to move to the VP of Commercial Sales Job Family.

Vice President, Revenue Operations

The Vice President, Revenue Operations reports to the VP, Field Operations.

Vice President, Revenue Operations Job Grade

The Vice President, Revenue Operations is a grade 12.

Vice President, Revenue Operations Responsibilities

• Drive effective revenue operational management for the VP of Field Operations
• Manage revenue growth strategy and execution, operations, customer success, enablement and data analysis to support global Field Sales initiatives
• Collaborate with senior leaders of Field Sales to drive annual revenue operations planning cycles and alignment across cross-functional businesses
• Develop and influence new processes and technologies that optimize the path for supporting the revenue growth of the businesses globally across all routes to market (e.g. Q2C, SFDC)
• Develop and nurture cross-functional partnerships across the entire Field Sales organization which impact overall customer success and drives customer retention & revenue growth
• Provide leadership to ensure proper analysis of customer health metrics and proactively mitigate customer retention risk
• Partner with Field Sales leadership to identify strategic priorities and opportunities for the team, overseeing objectives and key results, and ensuring focus is on highest-impact initiatives
• Partner with relevant GTM Teams and Sales Strategy to leverage performance analytics, influence cross-functional revenue programs and escalate relevant topics
• Build strong working relationships with executives and key leaders across GTM teams (e.g. product, engineering, marketing, information technology and finance) and influence the goals and priorities of stakeholders whose mission aligns with that of Field Operations
• Build, develop and manage a diverse team of high-performing managers: Build and maintain a world-class, inclusive, diverse, high-performing team by driving effective onboarding, on-going training, retention with a strong remote culture

Vice President, Revenue Operations Requirements

• Experience in business, operational leadership roles in a global SaaS Sales environment
• Experience in crafting strategic vision, making data-driven business decisions, including identifying gaps or business needs, and innovating and scaling solutions
• Proven track record of success with a history of achieving customer retention and expansion sales goals
• Possess that rare blend sales acumen wrapped in a strong customer-centric mentality
• Demonstrated experience in data analytics or intelligence operations
• Management experience and skills with proven experience influencing in a highly-matrixed company
• Extensive experience engaging at an executive level both internally with cross-functional groups and externally with partners
• Proven record of leading a diverse, high performing team across geographical regions and experience building high-performing, inclusive teams
• Experience managing managers, senior managers and directors
• Demonstrated passion for operations, data intelligence, enablement and thorough understanding of cross-functional alignment in a global environment
• Strong ability to interact and influence effectively with all C-level executives and senior leaders
• Exceptional written/verbal communication and presentation skills
• Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally with exceptional intrapersonal skills Proven ability to thrive in a fluid, fast-paced, unpredictable environment.
• Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values.
• Ability to use GitLab
• Aligns with GitLab Values

Performance Indicators

The Vice President, Revenue Operations aligns to the Sales KPIs

Vice President, Field Operations

The Vice President, Field Operations is responsible for bringing a strategic vision and innovative approach in creating, managing and executing strategic programs that will drive key revenue, margin, and growth opportunities globally for GitLab. The Vice President, Field Operations reports to the Chief Revenue Officer.

Job Grade

The VP, Field Operations is a grade 12.

Responsibilities

• Partner with the Chief Revenue Officer on all non-customer facing issues impacting the success of the sales team.
• Manage the global sales planning process, including regular updates to territory and quotas, headcount and sales compensation plans.
• Partner with the CRO, Finance and HR to design, document, implement and monitor sales compensation plans.
• Collaborate with Sales Leaders and teams to develop and execute sales management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation).
• Provide pricing and contract support; manage approval process (deal sign off) between Sales and Finance.
• Lead, manage and evaluate the sales tools, processes, policies and programs to ensure continuous productivity and effectiveness.
• Manage Field Enablement programs and processes for both Sellers and Partners.
• Manage and maintain the Sales Handbook
• Create Board level and other presentations for the Chief Revenue Officer

Requirements

• Demonstrated progressive experience in a global SAAS sales or sales operations environment.
• Demonstrated passion for information and business intelligence; thorough understanding of sales processes and methodologies.
• Demonstrated progressive experience in Salesforce.com.
• Experience growing within a small start-up. Strong ability to interact and influence effectively with all C-level executives and team members.
• Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally (finance, marketing, sales enablement, etc) with exceptional intrapersonal skills.
• Exceptional written/verbal communication and presentation skills.
• Analytical and detail oriented, strong project management skills with a drive for results.
• Proven ability to thrive in a fluid, fast-paced, unpredictable environment.
• Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values.
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

• IACV vs Plan
• Field Efficiency Ratio
• IACV Efficiency

Career Ladder

The next steps for the VP, Field Operations would be to move to the Chief Revenue Officer Job Family.