Senior Sales Development Manager

As a Senior Manager of Sales Development at GitLab, you’ll get the opportunity to lead a team in the Sales Development organization. You’ll help your team perform and exceed expectations by training, coaching, and mentoring them to drive impactful results. You’ll also partner closely with our Marketing and Sales teams to align on integrated campaigns, strategic business initiatives, improve processes, and ultimately generate qualified meetings and pipeline for GitLab’s Sales organization.

Responsibilities

Build and train members of the Sales Development team to identify, contact, and create qualified opportunities
Help to define performance metrics by which SDRs will be measured
Coach SDRs through shadowing, role plays, process improvement, and performance reporting in recurring 1:1’s
Partner with regional managers to develop campaigns that align to their regional goals based on a territory plan
Leverage creative marketing and sales tactics to help the SDR team prospect and engage with multiple buyer personas to introduce GitLab’s value
Manage SDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization
Ensure sales accepted opportunities are sourced in accordance with company targets, and that our sales organization has enough opportunities to work with to be fully productive
Iterate on the sales development process, methodology, campaigns, hiring profiles, training and enablement with respect to the GitLab core values
Work closely with marketing, sales, and people ops to ensure SDR onboarding program and ongoing training is up-to-date on our current product offering
Partner closely with Sales and other members of the SDR Leadership team to improve opportunity management and qualification processes
Participate in and travel to QBR and Sales Kickoff events throughout the year
Assist with recruiting, hiring, and onboarding new Sales Development Representatives

Requirements

5+ years management experience in sales, sales operations, marketing, or customer service for a technical product
A proven track record of delivering sales pipeline at a fast growing company with multiple sales segments with an inbound and outbound model
Ability to attract, retain, and motivate exceptional team memebers
Leadership experience in a high growth environment, preferably in sales development or a similar field
The ability to actively listen and creatively solve problems
Is your college degree in French foreign politics with a minor in interpretive dance but you’ve been selling and marketing products since you were 12? Perfect. We understand that your college degree isn’t the only thing that prepares you as a potential job candidate.
A passion for customers and the desire and ability to build authentic relationships
An understanding of B2B software, Open Source software, and the developer product space
Experience with CRM software (Salesforce preferred)
Experience with prospecting tools like Outreach, Drift, DiscoverOrg etc.
Passion and curiosity around technology
An openness to learning, and using GitLab and Git (we use our own product daily!)
Excellent spoken and written English (it’s our company language)
The ability/desire to travel about 20% for this role
The ability to use GitLab
Read about our values, and are interested in working in accordance with those values

Specialties

Senior Sales Development Manager, Territory

As a Senior Sales Development Manager of a territory at GitLab, you will lead a team of Sales Development Representatives (SDRs) focused on developing qualified opportunities. You will build a clear structure and strategy through working closely with both the sales team and the larger marketing org as well as leveraging data to iterate and improve this strategy and ultimately SDR productivity.

Requirements

Ability to attract, retain, and motivate exceptional SDRs
Proven track record establishing, achieving or exceeding goals
Demonstrated ability to build and manager relationships with the larger marketing org as well as sales to ensure aligned strategy

Senior Sales Development Manager, Acceleration

As a Senior Sales Development Manager of Acceleration, you and your team of Sales Development Reps will be focused on the enterprise acceleration space. You will be responsible for developing plans in conjunction with Field and Digital Marketing to light up underserved territories and execute to pipeline deficiencies as needed. You will determine the go to market strategy, track the results and iterate as needed.

Requirements

A prospecting mindset
Proven success in acquisition and closing roles
Basic understanding of marketing programs and field marketing concepts

Senior Sales Development Manager, Region

As a Senior Sales Development Manager of a region, you get the opportunity to lead a team of regional managers. You will provide coaching and feedback to your team ensuring both your SDR managers and their Sales Development Reps have what they need to be successful in their role. Partnering closely with sales and marketing in your region, you will assist in the development of campaigns and lead generation strategies that align to regional goals. With that information, you will guide your SDR managers in the roll out and continous iteration and improvemnt of these campaigns as well as monitoring the data to provide updates.

Requirements

Leadership at GitLab
Experience managing managers in an outbound prospecting organization at a global organization
Leadership experience in a high growth environment, preferably in sales development or a similar field

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

Qualified candidates receive a short questionnaire from our Global Recruiters
Selected candidates will be invited to schedule a screening call with our Global Recruiters
Next, candidates will be invited to schedule a first interview with the Sr. Manager or Director of Revenue Marketing
Candidates will then be invited to schedule an interview with a Sr. SDR Manager
Finally, candidates may be asked to interview with our CMO
Successful candidates will subsequently be made an offer via video or phone call

Additional details about our process can be found on our hiring page.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 reasons to work for GitLab:

Work with helpful, kind, motivated, and talented people.
Work remote so you have no commute and are free to travel and move.
Have flexible work hours so you are there for other people and free to plan the day how you like.
Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
Work on open source software so you can interact with a large community and can show your work.
Work on a product you use every day: we drink our own wine.
Work on a product used by lots of people that care about what you do.
As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
Focused on results, not on long hours, so that you can have a life and don't burn out.
Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!