About the work
Revenue Plays and Programs are the “how” by which GitLab drives revenue growth. As the DRI (directly responsible individual) for GitLab’s pipeline engine, you will
- Collaborate with Sales Analytics to define where GitLab’s pipeline comes from (demand generation, sales prospecting, product led) and how and when it converts to revenue
- Track current pipeline performance with Sales Strategy; what’s working and areas of opportunity
- Define and prioritize which ideas we should translate into actionable plays, programs, and sprints with the executive leadership team
- Drive revenue plays, programs, and sprints to execution with marketing, enablement, and the sales team
This role is deeply cross-functional and will connect all the dots of analytics, sales strategy, product strategy, marketing and executive engagement to drive GitLab’s top result: revenue growth. By bringing together key insights from these various groups into a single executable deliverable, you’ll ensure GitLab’s sales team hits its targets in both the short and long term.
What you’ll do
- Serve as a trusted advisor and business partner to Sales leaders to identify and prioritize sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
- Work comfortably with complex data sets to identify pipeline gaps and prescribe and prioritize solutions to meet business pipeline gaps
- Identify, prioritize, and run sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
- Work cross-functionally (with Portfolio Marketing, Demand Gen, Revenue Marketing, Field Enablement, Sales Strategy, and more) to orchestrate the development, execution, and operationalization of scalable and measurable quarterly sales programs that deliver results
- Provide reporting, analytics, and communications support for prioritized sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
- Collaboratively define success measures and reporting frameworks for implemented programs
- Conduct regular program reviews with leaders, providing status updates and risk mitigation strategies
- Manage sales programs across multiple regions, segments, and/or industries
What you’ll bring
- Collaborates well with various stakeholders with distinct sets of priorities
- Ability to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
- Strong analytical skills
- Ability to influence others
- Exceptional communication and presentation skills
- Experience managing or designing sales and/or revenue/pipeline acceleration programs, integrated marketing campaigns, and/or go-to-market strategies
- Proven ability to design and operationalize prescriptive sales programs and strategies
- Ability to move fluidly from big picture to details
- Ability to work collaboratively with Sales & Marketing teams and effectively develop relationships with stakeholders at all levels of the organization to remove impediments that block the team’s ability to meet project objectives
- Bachelor or University Degree, or relevant work experiences
- Over achievement in a quota-carrying sales role preferred
- People management experience, preferably in a Sales, Sales Ops, Sales Programs, Sales Analytics, Sales Enablement, or related function preferred
About the team
This role rolls into the Sales Strategy team, which partners with Direct sales leaders to design and run a world class Sales model. We we do this by owning
- Strategic initiatives: ideate opportunities for efficient revenue growth based on deep business understanding and executive feedback
- Annual planning: implement informed investment and design decisions into Sales Team structure, targets, financial plans and operating cadences
- Business partnering: run day to day business with sales leaders to monitor and improve performance
How GitLab will support you
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- Parental leave
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
