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

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

Compensation information for this role can be found on our Sales Commissions handbook page. On this page, we have an overview of the standard OTE base and variable split for each Sales job family. Also listed on the page, is our quota ramp information by segment as well as our seasonality assumptions. New salespeople who join after the fiscal year may be eligible for a super commission rate which pays out at a higher rate until the ramped quota is met - watch the video on the page to learn more!

Sales compensation plans are governed by the Sales Compensation Plan terms and conditions. Some differences may apply. For any specific compensation questions, please contact your manager (current manager or hiring manager).

Compensation Calculator

To find out more about the compensation for this role, please join our talent community first. Once you've joined, you'll be able to sign up here to view our compensation calculator. Be sure to use the same email address for both.

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!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.