Sales Roles


Sales Commissions
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 Performance Indicators IACV vs.
Account Executive, Mid-market
Responsibilities Account Executive, Mid-market (AE) will report to a VP of Commercial Sales Support GitLab for our Mid Market prospects. Contribute to root cause analyses 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.
Account Manager, Mid-market
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.
Area Vice President
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.
Area Vice President, Commercial Sales
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.
Business Systems Administrator
Business Systems Administrators work on the configuration of GitLab's Salesforce.com instance and all packages, tools and integrations associated with it.
Business Systems Architect
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
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 Manager
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.
Capture
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.
Channel - Go to Market
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.
Channel Program Manager
The Channel Program Manager will be responsible for the design, management & execution of Gitlab’s Channels & Alliances Partner Programs. In addition to the partner programs, the Channel Program Managers will manage deal registration, recruitment and partner success programs and manage the partner advisory council. Levels Role Grade Junior Channel Program Manager Grade 5 Channel Program Manager Grade 6 Senior Channel Program Manager Grade 7 Lead Channel Program Manager Grade 8 Manager, Channel Program Grade 8 Senior Manager, Channel Program Grade 9 Director, Channel Program Grade 10 Senior Director, Channel Program Grade 11 Junior Channel Program Manager The Junior Channel Program Manager reports to the Manager, Channel Programs.
Channel Programs & Enablement
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.
Channel Sales Manager
Channel Sales Manager The Channel Sales Manager is responsible for sales enablement of their assigned channel, and managing their channel to achieve stated sales targets. Job Grade The Channel Sales Manager is a grade 8. Responsibilities Responsible for the day-to-day relationship management of channel partners Act as a liaison between the GitLab and assigned channel partners. Build, maintain, and manage relationships with current and prospective channel partners. Establish productive, professional relationships with key personnel in assigned partner accounts.
Channel Services
Levels Role Grade Junior Channel Services Manager Grade 5 Channel Services Manager Grade 6 Senior Channel Services Manager Grade 7 Lead Channel Services Manager Grade 8 Leadership Role Grade Manager, Channel Services Grade 8 Senior Manager, Channel Services Grade 9 Director, Channel Services Grade 10 Senior Director, Channel Services Grade 11 Junior Channel Services Manager Job Grade The Junior Channel Services Manager is a grade 5. Responsibilities To be defined at time of business need.
Chief of Staff to the CRO
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 and activities supporting the CRO’s strategy and vision in alignment with our company values. This role does not overlap with responsibilities Executive Business Administrators already handle.
Chief Revenue Officer
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.
Country Sales Manager for Italy
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.
Customer Success Management
The Customer Success Management (CSM) team focuses on the themes of align, enable, and expand.
Customer Success Operations Internship
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.
Customer Success Operations Job Family
Customer Success Operations cross-functionally aligns GitLab for a superb customer experience through creating trust in data, clarity in effective processes, and predictability in outcomes.
Deal Desk
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.
Demo Architect
Demo architect or Demonstration architects are the trusted advisors to the Solutions Architect team. Demo architects owns creation, maintenance and enablement of delivery of customized customer facing demos, workshops and other customer facing collateral. Demo Architects are critical in scaling pre-sales functions across the organization and delivering customer revenue. This is a cross functional role that collaborates with Solutions Architects, IT Systems Engineering, and Marketing to make sure a central repository of all the content is curated, maintained and made visible at a regular cadence.
Director of Customer Success
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.
Director of Customer Success Operations
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 Public Sector Sales
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.
Director, Digital Success
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
Director, Online Sales & Self Service Growth
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.
Enterprise Account Executive Job Family
Enterprise Account Executive Job Family Matrix Enterprise Account Executive Grade Associate Strategic Account Executive 8 Strategic Account Executive 8 Senior Strategic Account Executive 8 Major Account Executive 8 Senior Major Account Executive 8 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.
Federal Advisory Board Member
The Gitlab PubSec Advisory Board will support the leadership of Company's PubSec Practice, as well as the Company's Corporate Leadership.
Field Communications Roles
Learn more about Field Communications roles, responsibilities and requirements.
Field Enablement Leadership
Director, Field Enablement The Director of Field Enablement is a seasoned global Sales, Partner, and Customer Success Enablement leader with the ability to thrive in a growing software DevOps organization. Reporting to the VP of Field Operations, they are responsible for building and managing a virtual, 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.
Global Education Services
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.
Go-to-Market Planning and Operations
The Go-to-Market (GTM) Planning and Operations job family supports GitLab's go-to-market planning and compensation design, as well as the associated analytics and tools.
Inside Sales Job Family
Learn more about Inside Sales job family levels, roles and responsibilities.
Inside Sales Representative
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.
Inside Sales, Mid-Market
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.
Japan Country Manager
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.
Manager of Professional Services
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.
Manager, Customer Experience
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.
Online Sales & Self Service Operations
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, Online Sales & Self Service Product GTM This role reports to the Director, Self Service Growth.
Online Sales & Self Service Product & Data Analytics
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.
Order Management
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.
Partner Help Desk Specialist
The Partner Help Desk Specialist is responsible for supporting the GitLab partner development, sales enablement, pipeline development and sales transactions.
Partner Integration Engineering
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.
Professional Services Engagement Manager
The Engagement Manager plays the critical role for setting customers up for Success by prescriptively shaping and then leading the execution of large and transformational projects at our most strategic customers. The Engagement Manager serves as a trusted advisor to customers in their portfolio, providing guidance to Sales and Professional Services teams, ensuring synergies across each customer’s projects, and ensuring the highest levels of customer satisfaction. Levels Professional Services Engagement Manager (Intermediate) The Professional Services Engagement Manager (Intermediate) reports to the Sr.
Professional Services Engineer
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 Operations
Levels Professional Services Project Coordinator The Professional Services Project Coordinator reports to Manager, Professional Services Operations Professional Services Project Coordinator Job Grade The Professional Services Project Coordinator is a grade 6. Professional Services Project Coordinator Responsibilities Collaborate with Professional Services leaders to provide reports focused on financial and resource management data to aid with revenue and budgetary goals. Provide analysis that supports the business objectives of the Services organization, in alignment with corporate vision 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.
Professional Services Practice Engineer
The GitLab Professional Services Consulting Practice organization defines and matures the consulting services offered by GitLab Professional Services and Partner organizations.
Professional Services Practice Manager
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.
Professional Services Project Manager
Professional Services Job Family Matrix PM (Project Manager) Intermediate - 6 Senior - 7 Performance Indicators Achieve 100% of the global quarterly revenue target Manage customer projects to a successful, on budget, on schedule completion Successfully manage the quarterly revenue forecast (within your pervue) within a 5% margin Professional Services Roles at GitLab Professional Services Project Manager Professional Services Project Manager Job Grade The Professional Services Project Manager is a grade 6.
Professional Services Solutions 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.
Professional Services Technical Architect - Job Role
As a highly visible and customer-facing position, you will work with an exceptional Professional Services organization, and the wider Customer Success team.
Program Manager, Customer Programs
The Program Manager, Customer Programs is a part of the Customer Success Operations team and support the Global CS team and customers through programs and solutions to drive customer adoption and CSM effectiveness.
Program Manager, Field Enablement
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.
Public Sector Channel Manager
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.
Public Sector Inside Sales
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.
PubSec Entity Board Director
The Gitlab PubSec Entity Board will support the leadership of Company's PubSec Practice, as well as the Company's Corporate Leadership.
Regional 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!
Renewals Job Family
The Renewals job family delivers to an essential moment in the customer journey, ensuring we can continue to deliver value and business outcomes through customer retention.
Renewals Manager
Renewals Manager Job Family Role Grade Associate Renewals Manager 5 Renewals Manager 6 Senior Renewals Manager 7 Manager, Renewals 8 Senior Manager, Renewals 9 Sr. Director, Renewals 11 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.
Renewals Operations Analyst
The Renewal Operations Team is responsible for providing forecast clarity, scoring renewal growth and retention likelihood, customer analytics, and developing retention action plans.
Revenue Programs Job Family
The Revenue Programs job family is responsible for developing and executing effective pipeline and revenue acceleration strategies and tactics to drive growth within our sales organization.
Sales Administrator
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.
Sales Analytics Analyst
The Sales Analytics Analyst gathers important data and compiles it into reports and presentations our sales organization can use to make critical business decisions.
Sales Management
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!
Sales Operations Roles
The Sales Operations Job Family supports the Field Sales teams with various day to day activities such as SLA's, dashboards, reporting, and process improvements and efficiencies.
Sales Strategy Roles
The Sales Strategy Job Family helps develop and execute GitLab's Global Sales Strategy.
Sales Systems Leadership
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.
Sales Training Facilitator, Sales and Customer Enablement
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.
Self-Service Growth
The Self Service Growth team is focused on building an easy self-service experience for our customers. The Growth team is accountable for the growth of our online sales KPI’s. The Growth 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, Online Sales & Self Service Growth The Senior Analyst role is part of a team focused on transforming the way that GitLab goes to market.
Senior Director of Sales Operations
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.
Senior Manager, Self-Service Sales
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. Senior Manager, Self-Service Sales Responsibilities Drives, manages and executes the business and revenue of a sales team Prepares forecasts, territory/industry management, and growth plans Establishes and reports on metrics to measure team performance; correct deficiencies where necessary Design and implement new ways of engaging with our customers.
Senior Sales Operations Manager
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.
SMB Account Executive Roles
Learn more about SMB Account Executive roles at Gitlab including requirements, responsibilities and more.
Solutions Architect
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.
Technical Enablement Program Manager
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.
Technical Instructional Designer
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.
Technical Writer, Customer Programs
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.
Vice President of Commerical Sales (Mid-Market and SMB)
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.
Vice President of Customer Success
We’re looking for an experienced Customer Success and Professional Services leader to lead our Customer Success, Professional Services, and Solutions Architect teams. The Vice President of Customer Success is an experienced Customer Success and Professional Services leader who leads our Customer Success, Professional Services, and Solutions Architect teams. The are responsible for bringing your strategic vision and innovative approach to lead critical customer-facing teams at GitLab. Reporting to the Chief Revenue Officer, the Vice President of Customer Success plays a key role in driving customer goals, product utilization, business transformation, and revenue expansion by ensuring the engagement, success, retention, and growth of GitLab’s customers.
Vice President of Enterprise Sales
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.
Vice President of Global Enterprise Sales
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.
Vice President of Sales, Channel and Alliances
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.
Vice President, Online Sales and Self Service
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.
Vice President, Revenue Operations
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.
VP, Field Operations
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.

 


About Gitlab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

  1. Mission: Everyone can contribute
  2. Results: Fast growth, ambitious vision
  3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
  4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
  5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
  6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
  7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
  8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
  9. Work/Life Harmony: Flexible workday, Family and Friends days
  10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.