You are here: Handbook CEO E-group KPIs On this page Intro
Every executive at GitLab has Key Performance Indicators (KPIs). This page has the goals and links to the definitions. The goals are merged by the CEO. The definitions should be in the relevant part of the handbook. In the definition it should mention what the canonical source is for this indicator.
In the doc 'GitLab Metrics' at IPO are the KPIs that we may share publicly.
CEO goals are duplicates of goals of the reports. The CEO goals are the most important indicators of company performance.
IACV vs. plan > 1 Sales efficiency ratio > 1 ARR YoY > 190% Pipe generated vs. plan > 1 Wider community contributions per release CAC / LTV ratio > 4 Average NPS Hires vs. plan > 0.9 Monthly employee turnover New hire average score Merge Requests per release per developer Uptime GitLab.com Active users per hosting platform: Total, AWS, Azure, GCP, IBM, Unknown Support CSAT Runway > 12 months MAAUI (monthly active users of UI)[^1] [^1]: MAUUI is a Meltano specific KPI and an exception to the CEO goals. MAUUI is not part of the GitLab Executive Team KPIs. CRO
Looker 45 IACV vs. plan > 1 Field efficiency ratio > 2 TCV vs. plan > 1 ARR YoY > 190% Win rate > 30% % of ramped reps at or above quota > 0.7 Net Retention > 2 Gross Retention > 0.9 Rep IACV per comp > 5 ProServe revenue vs. cost > 1.1 Services attach rate for strategic > 0.8 Self-serve sales ratio > 0.3 Licensed users ARPU New strategic accounts IACV per Rep > $1.0M New hire location factor < TBD CMO
Looker 51 Pipe generated vs. plan > 1 Pipe-to-spend > 5 Marketing efficiency ratio > 2 SCLAU CAC / LTV ratio > 4 Twitter mentions Sessions on our marketing site New users Installations: Download, start of installation, success installation, created admin user, configured email, second user invited, 30 day active, updates Social response time Participants at meetups with GitLab presentation GitLab presentations given Wider community contributions per release Monthly Active Contributors from the wider community New hire location factor < X CCO
Looker 44 Hires vs. plan > 0.9 Apply to hire days < 30 No offer NPS > 4.1 Offer acceptance rate > 0.9 Average NPS Average location factor New hire location factor < TBD Monthly employee turnover YTD employee turnover Candidates per vacancy Percentage of vacancies with active sourcing New hire average score Onboarding NPS Diversity lifecycle: applications, recruited, interviews, offers, acceptance, retention PeopleOps cost per employee Discretionary bonus per employee per month > 0.1 CFO
Looker 43 IACV per capital consumed > 2 Sales efficiency > 1.0 Magic number > 1.1 Gross margin > 0.9 Average days of sales outstanding < 45 Average days to close < 10 Runway > 12 months New hire location factor < 0.7 VP of Product
Looker 69 only has MAU and SMAU. SMAU MAU Sessions on release post Installation churn User churn New hire location factor < TBD VP of Engineering
Looker 46 Merge Requests per release Merge Requests per release per developer Uptime GitLab.com Performance GitLab.com Support SLA Support CSAT Support cost vs. recurring revenue Days to fix S1 security issues Days to fix S2 security issues Days to fix S3 security issues GitLab.com infrastructure cost per MAU ARR per support rep > $1.175M New hire location factor < 0.5 Public Cloud Spend VP of Alliances
Looker 53 is broken. Active users per hosting platform: Total, AWS, Azure, GCP, IBM, Unknown Active installations per hosting platform: Total, AWS, Azure, GCP, IBM, Unknown Installations: Download, start of installation, success installation, created admin user, configured email, second user invited, 30 day active, updates Downloads: Updates & Initial per distribution method: Omnibus, Cloud native helm chart, Source