Field Enablement

• Collaborate with cross-functional stakeholders (including but not limited to Sales, Customer Success, Marketing, Sales Ops, Product/Engineering, and the People team) to address prioritized knowledge, behavior, and skill gaps in the GitLab Field Team to achieve desired business outcomes.
• Define, coordinate, and/or lead the development and delivery of effective enablement solutions (training, technology, knowledge, content, process, and tools) for GitLab Sales, Customer Success, and Partners throughout all phases of the customer journey as well as different stages of each team member's tenure and/or experience at or with GitLab.
• Champion the needs and interests of the Field Team (all routes to market) – ensuring that they are regularly informed about relevant business and organizational updates and have access to enablement materials necessary for their day-to-day work to meet and exceed business objectives.
• Cultivate a culture of curiosity, iteration, and continuous learning & development across the GitLab field organization.

• Our Mission is that Everyone Can Contribute, and our most important value is Results. Like we've extended that to the Handbook, we want to extend it to our Learning Materials.
• We want to leverage the best of an e-learning platform, with the benefits of reminders, interactivity, and more but make sure the materials we produce are also available to those who aren't using an e-learning platform, while fulfilling our mission.
• There are benefits to keeping our e-learning material handbook-first:
  • Folks who have already completed a formal training through an e-learning platform may want to return to the materials
  • Those who never go through the formal platform may also benefit from the materials
  • The handbook continues to be the SSOT, with the e-learning platform leveraging handbook materials through screenshots, embeds, and more

See our team mission in the Overview section.

On our best day, we show up with a positive attitude while demonstrating GitLab’s values along with the following behaviors to overcome the Five Dysfunctions:

• Trust: Extend trust, actively listen, and assume noble intent; give and receive feedback with respect and solicit feedback often
• Embrace Healthy Conflict: Engage in constructive conflict for the purpose of achieving shared goals & objectives; resolve personal issues, quickly and directly
• Commitment: Support decisions once decisions are made with a GitLab team-first approach
• Accountability: Hold ourselves and each other accountable while encouraging each other & celebrating successes
• Results: Strong drive for results and a focus on the customer; demonstrate passion for continuous learning & improvement

See "How we do this" in the Overview section.

The below is a work in progress as we define success measures across each stage of the customer journey:

• Engage & Educate the Customer
  • Increase # of rep-sourced opps
  • Accelerate sales cycle time and improve conversion of MQLs to SAOs
  • Accelerate and improve predictability of new rep ramp time
• Progress the Opportunity & Close the Deal
  • Increase # of closed deals per rep
  • Accelerate sales cycle time and improve conversion of SAOs to Closed/Won deals
  • Increase average sale price (inclusive of improved product mix to sell more Premium/Silver and Ultimate/Gold)
  • Accelerate and improve predictability of new rep ramp time
  • Improve forecasting accuracy
  • Improve win rates
• Retain & Expand
  • Improve renewal rates (inclusive of up-sell and cross-sell)
  • Accelerate customer time to value
  • Increase breadth of stage adoption

1. Improve field efficiency by training and sustaining prioritized knowledge and behavior/skill gaps
   • Field certification program (Sales, CS & Partner audiences)
     • Product feature, tiering, and customer use cases
     • Moments That Matter across the customer journey
     • Continue to operationalize Command of the Message & MEDDPPICC
   • Deliver enablement program aligned with top competitor GTM initiatives
   • Embrace partner enablement as an extension of GitLab Sales and Customer Success enablement
2. Promote a culture of continuous learning and development
   • Improve learning experience by implementing new Learning Experience Platform (LXP)
   • Develop and execute robust change management plan that taps into team members’ inherent desire to pursue excellence
   • Continued execution & ongoing iteration of functional onboarding training to accelerate time to productivity for new field team members
   • Continued execution & ongoing iteration of continuous learning programs (CS Skills Exchange and Sales Enablement Level Up Webcast series)
3. Ensure that the GitLab field organization is regularly informed about relevant business and organizational updates and has access to information & resources necessary for their day-to-day work
   • Continue to mature and advance field communications strategy
   • Make it easier for Sales to discover & access information/resources they need when they need it
   • Keep planning for SKO 2021 on track

• Sr. Director, Field Enablement
  • David Somers
• Manager, Field Enablement Programs
  • Kris Reynolds
• Program Managers: Enterprise Sales, Commercial Sales, and Technical Sales / Customer Success
  • Eric Brown (Enterprise Sales Enablement) ()
  • Kris Reynolds (Customer Success Enablement)
  • Kelley Shirazi (Commercial Sales Enablement)
  • Alvaro Warden (Partner Enablement)
• Field Onboarding Program Manager
  • Tanuja Paruchuri
• Sales Training Facilitator
  • John Blevins
• Sales Communications Manager
  • Monica Jacob
• Technical Instructional Designer
  • Issac Abbasi