Revenue Programs Manager

Remote, North America

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

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

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.



 
Remote-Global

The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

California/Colorado/Hawaii/New Jersey/New York/Washington/DC pay range

$112,000 - $216,000 USD

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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