Role Overview

Revenue Plays and Programs are the “how” by which GitLab drives revenue growth. The role extends from identifying opportunities, facilitating decision-making with cross-functional collaborators, and driving implementation. As the DRI (directly responsible individual) for GitLab’s pipeline engine, you will

1. Analytics: Collaborate with Sales Analytics to define where GitLab’s pipeline comes from (e.g., 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.
2. Solutions: Provide data-based insights and recommendations about highest value revenue plays and sprints to pursue.
3. Stakeholder management: Develop relationships with key stakeholders across marketing, product and sales. Source and synthesize inputs and recommendations from other perspectives. Drive alignment across key stakeholders to get to decisions.
4. Design: Collaborate with Product Marketing and Enablement to design play and sprint bill of materials. Bring an understanding of what it takes to implement a successful play from the sales perspective.
5. Implementation: In collaboration with Product Marketing, Enablement and Sales, drive execution of revenue plays, programs and sprints at a tactical level.
6. Tracking & evolving: In collaboration with Product Marketing, Enablement and Sales, define goals, track performance to iterate.

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. A key success criteria is the ability to develop strong relationships with cross-functional partners and provide both orchestration and input from a sales strategy & analytics perspective. By bringing together key insights from these various groups into a single executable deliverable, you’ll ensure GitLab’s sales team hit 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.
• Collaboration with partners in Product Marketing and Enablement to 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 Product Marketing, Solutions Marketing, Demand Gen, Field Enablement, Sales Strategy, and more) to orchestrate the development, execution, and operationalization of scalable and measurable quarterly sales programs that deliver results.
• Collaboratively define success measures and reporting frameworks for implemented programs
• 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.
• 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 

• Ability to collaborate with Sales & Marketing teams and effectively develop relationships with stakeholders at all levels of the organization to design and implement solutions. 
• Strong analytical skills
• 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
• 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

About the team

This role reports to the Director of Global Sales Strategy. The team’s primary charter is to partner with Direct sales leaders to design and run a world class Sales model. We do this by owning: 

1. Strategic initiatives: ideate opportunities for efficient revenue growth based on deep business understanding and executive feedback
2. Annual planning: implement informed investment and design decisions into Sales Team structure, targets, financial plans and operating cadences
3. 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.