Go-to-Market Planning and Operations

The Go-to-Market (GTM) Planning and Operations job family supports GitLab's go-to-market planning and compensation design, as well as the associated analytics and tools. They partner cross functionally across the Chief Revenue Officer's organization.

Responsibilities

• Iterate on the Field Planning & Bottoms-up Quota Capacity Models; maintain throughout the year and use to drive insights that improve efficiency of the GTM motion
• Drive all aspects of compensation design for roles across the CRO organization (including core Sales, Customer Success, Channel, Alliances, Management and others); Collaborate closely with Sales, Finance, Sales Commissions & Ops in the process
• Deliver insightful comp analytics that lead to improvements in the design and effectiveness of compensation models
• Support quota/compensation troubleshooting throughout the year
• Support the evaluation and implementation of software tools required for Field, Quota and Territory planning

Requirements

• Ability to partner, collaborate and influence across functional areas (e.g. Finance, People Operations and Sales) and support multiple business partners
• Excellent problem solving, project management, interpersonal and organizational skills
• Previous experience in Consulting, Banking, PE or Strategy roles a big plus
• Basic SQL skills a big plus; we have experts, but it helps tremendously
• SFDC and Xactly expertise and knowledge of typical enterprise SaaS tools
• SaaS and B2B experience preferred
• Interest in GitLab, and open source software
• Share our values, and work in accordance with those values.
• Ability to use GitLab

Levels

Senior Manager, GTM Planning and Operations

The Senior Manager, GTM Planning and Operations reports to the Senior Director, Sales Strategy.

Senior Manager, GTM Planning and Operations Job Grade

The Senior Manager, GTM Planning and Operations is a 9.

Senior Manager, GTM Planning and Operations Responsibilities

• Be a key driver and architect of the annual Go-To-Market planning process for the CRO organization
• Partner closely with Sales Leadership, Finance and Sales Operations to help design an efficient, effective and predictable GTM motion
• Be a key leader in the design and implementation of Land vs. Expand experiments

Senior Manager, GTM Planning and Operations Requirements

• BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred
• 8+ years relevant experience and a solid understanding of go-to-market design & sales planning as well as sales compensation design & analytics
• Advanced analytical and financial modeling skills with a superb ability to drive high value insights
• Meet the Leadership at Gitlab requirements

Director, GTM Planning and Operations

The Director, GTM Planning and Operations reports to the Sr. Director, Sales Strategy.

Director, GTM Planning and Operations Job Grade

The Director, GTM Planning and Operations is a 10.

Director, GTM Planning and Operations Responsibilities

• Extends the Senior Manager, GTM Planning and Operations Responsibilities
• Design and drive the annual Go-To-Market planning process for the CRO organization;
• Own on the Field Planning & Bottoms-up Quota Capacity Models; maintain throughout the year and use to drive insights that improve efficiency of the GTM motion
• Responsible for the design and implementation of Land vs. Expand experiments
• Deliver structured, actionable and insightful comp analytics that lead to improvements in the design and effectiveness of compensation models
• Be a thought leader in quota/compensation troubleshooting throughout the year
• Drive the evaluation and implementation of software tools required for Field, Quota and Territory planning
• Meet the Leadership at Gitlab requirements

Director, GTM Planning and Operations Requirements

• Extends the Senior Manager, GTM Planning and Operations Requirements
• 10+ years relevant experience and a solid understanding of go-to-market design & sales planning as well as sales compensation design & analytics

Performance Indicators

• IACV vs. plan > 1
• IACV efficiency > 1.0
• Win rate > 30%
• Rep IACV per comp > 5

Career Ladder

The next steps in the GTM Planning and Operations job family is not yet defined at GitLab.

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 will be invited to schedule a 30 minute screening call with one of our Global Recruiters,
• Next, candidates will be invited to schedule a 25 minute interview with the Hiring Manager,
• Next, candidates can expect 2-5 separate 25 minute interviews with other Team Members,
• Finally, candidates will be invited to schedule a 50 minute interview with an Executive.

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

Compensation

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:

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

See our culture page for more!