Revenue Programs

The Revenue Programs job family is responsible for developing and executing effective pipeline and revenue acceleration strategies and tactics to drive growth within our sales organization.

Responsibilities

Identify, prioritize, and run sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work cross-functionally (with Portfolio Marketing, Demand Gen, Revenue Marketing, Field Enablement, Sales Strategy, and more) to orchestrate the development, execution, and operationalization of scalable and measurable quarterly sales programs that deliver results
Own quarterly pipeline planning to ensure there is structure, scalability and transparency with clear in-quarter execution outputs
Work comfortably with complex data sets to identify pipeline gaps and prescribe and prioritize solutions to meet business pipeline gaps
Conduct regular program reviews with leaders, providing status updates and risk mitigation strategies
Collaboratively define success measures and reporting frameworks for implemented programs

Requirements

Experience managing or designing sales or pipeline/revenue acceleration programs, integrated marketing campaigns, and/or go-to-market strategies
Proven ability to design and operationalize prescriptive sales programs and strategies
Ability to work collaboratively with Sales & Marketing teams and effectively develop relationships with stakeholders at all levels of the organization to remove impediments that block the team’s ability to meet project objectives
Exceptional communication and presentation skills
Proven track record of cross-stakeholder program management and execution with operational rigor
Skills to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
Strong analytical and influence skills
Bachelor or University Degree, or relevant work experiences
Over achievement in a quota-carrying sales role strongly preferred

Levels

Revenue Programs Specialist (Intermediate)

The Revenue Programs Specialist (Intermediate) reports to the Manager, Revenue Programs.

Revenue Programs Specialist (Intermediate) Job Grade

The Revenue Programs Specialist (Intermediate) role is a grade 6.

Revenue Programs Specialist (Intermediate) Responsibilities

Manage and execute region-, segment-, or industry-specific sales programs
Provide reporting, analytics, and communications support for prioritized sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions

Revenue Programs Specialist (Intermediate) Requirements

Collaborates well with others
Ability to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
Strong analytical skills
Strong communication and presentation skills
Bachelor or University Degree, or relevant work experiences

Senior Revenue Programs Specialist

The Senior Revenue Programs Specialist reports to the Manager, Revenue Programs or Senior Manager, Revenue Programs.

Senior Revenue Programs Specialist Job Grade

The Senior Revenue Programs Specialist role is a grade 7.

Senior Revenue Programs Specialist Responsibilities

Manage and execute region-, segment-, or industry-specific sales programs
Provide reporting, analytics, and communications support for prioritized sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Analyze data to identify pipeline gaps
Identify, prioritize, and run sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work comfortably with complex data sets to identify pipeline gaps and prescribe and prioritize solutions to meet business pipeline gaps
Collaboratively define success measures and reporting frameworks for implemented programs

Senior Revenue Programs Specialist Requirements

Collaborates well with others
Ability to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
Strong analytical skills
Ability to influence others
Exceptional communication and presentation skills
Experience managing or designing sales and/or revenue/pipeline acceleration programs, integrated marketing campaigns, and/or go-to-market strategies
Proven ability to design and operationalize prescriptive sales programs and strategies
Bachelor or University Degree, or relevant work experiences
Over achievement in a quota-carrying sales role strongly preferred

Manager, Revenue Programs

The Manager, Revenue Programs reports to the Senior Director of Field Enablement.

Manager, Revenue Programs Job Grade

The Manager, Revenue Programs role is a grade 8.

Manager, Revenue Programs Responsibilities

Build and/or lead a team of Revenue Program Specialists
Serve as a trusted advisor and business partner to Sales leaders to identify and prioritize sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work comfortably with complex data sets to identify pipeline gaps and prescribe and prioritize solutions to meet business pipeline gaps
Identify, prioritize, and run sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work cross-functionally (with Portfolio Marketing, Demand Gen, Revenue Marketing, Field Enablement, Sales Strategy, and more) to orchestrate the development, execution, and operationalization of scalable and measurable quarterly sales programs that deliver results
Provide reporting, analytics, and communications support for prioritized sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Collaboratively define success measures and reporting frameworks for implemented programs
Conduct regular program reviews with leaders, providing status updates and risk mitigation strategies
Manage sales programs across multiple regions, segments, and/or industries

Manager, Revenue Programs Requirements

People management experience, preferably in a Sales, Sales Ops, Sales Programs, Sales Analytics, Sales Enablement, or related function
Collaborates well with others
Ability to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
Strong analytical skills
Ability to influence others
Exceptional communication and presentation skills
Experience managing or designing sales and/or revenue/pipeline acceleration programs, integrated marketing campaigns, and/or go-to-market strategies
Proven ability to design and operationalize prescriptive sales programs and strategies
Ability to move fluidly from big picture to details
Ability to work collaboratively with Sales & Marketing teams and effectively develop relationships with stakeholders at all levels of the organization to remove impediments that block the team’s ability to meet project objectives
Bachelor or University Degree, or relevant work experiences
Over achievement in a quota-carrying sales role strongly preferred

Senior Manager, Revenue Programs

The Senior Manager, Revenue Programs reports to the Senior Director of Field Enablement.

Senior Manager, Revenue Programs Job Grade

The Senior Manager, Revenue Programs role is a grade 9.

Senior Manager, Revenue Programs Responsibilities

Build and/or lead a team of Revenue Program Specialists and/or Revenue Program Managers
Serve as a trusted advisor and business partner to Sales leaders and collaborate with executives to identify and prioritize sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work comfortably with complex data sets to identify pipeline gaps and prescribe and prioritize solutions to meet business pipeline gaps
Identify, prioritize, and run sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work cross-functionally (with Portfolio Marketing, Demand Gen, Revenue Marketing, Field Enablement, Sales Strategy, and more) to orchestrate the development, execution, and operationalization of scalable and measurable quarterly sales programs that deliver results
Provide reporting, analytics, and communications support for prioritized sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Collaboratively define success measures and reporting frameworks for implemented programs
Conduct regular program reviews with leaders, providing status updates and risk mitigation strategies
Manage sales programs across multiple regions, segments, and/or industries
Develop, maintain, and execute medium- and long-term vision for the team
Own quarterly pipeline planning to ensure there is structure, scalability and transparency with clear in-quarter execution outputs

Senior Manager, Revenue Programs Requirements

People management experience, preferably in a Sales, Sales Ops, Sales Programs, Sales Analytics, Sales Enablement, or related function
Collaborates well with others, including executives across multiple functions
Ability to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
Strong analytical skills
Exceptional communication and presentation skills (including with senior management stakeholders)
Experience managing or designing sales and/or revenue/pipeline acceleration programs, integrated marketing campaigns, and/or go-to-market strategies
Proven ability to design and operationalize prescriptive sales programs and strategies
Ability to move fluidly from big picture to details
Ability to work collaboratively with Sales & Marketing teams and effectively develop relationships with stakeholders at all levels of the organization to remove impediments that block the team’s ability to meet project objectives
Strong executive presence
Proven track record of cross-stakeholder program management and execution with operational rigor
Bachelor or University Degree, or relevant work experiences
Over achievement in a quota-carrying sales role strongly preferred

Director, Revenue Programs

The Director, Revenue Programs reports to the Senior Director of Field Enablement.

Director, Revenue Programs Job Grade

The Director, Revenue Programs role is a grade 10.

Director, Revenue Programs Responsibilities

Build and/or lead a team of Revenue Program Specialists and/or Revenue Program Managers
Serve as a trusted advisor and business partner to Sales leaders and collaborate with executives to identify and prioritize sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work comfortably with complex data sets to identify pipeline gaps and prescribe and prioritize solutions to meet business pipeline gaps
Identify, prioritize, and run sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Work cross-functionally (with Portfolio Marketing, Demand Gen, Revenue Marketing, Field Enablement, Sales Strategy, and more) to drive GTM alignment and orchestrate the development, execution, and operationalization of scalable and measurable quarterly sales programs that deliver results
Provide reporting, analytics, and communications support for prioritized sales programs that drive quality pipeline and ARR aligned to GitLab’s go to market (GTM) motions
Collaboratively define success measures and reporting frameworks for implemented programs
Conduct regular program reviews with leaders, providing status updates and risk mitigation strategies
Manage sales programs across multiple regions, segments, and/or industries
Develop, maintain, and execute medium- and long-term vision for the team
Own quarterly pipeline planning to ensure there is structure, scalability and transparency with clear in-quarter execution outputs

Director, Revenue Programs Requirements

People management experience in a Sales, Sales Ops, Sales Programs, Sales Strategy & Analytics, Sales Enablement, or related function
Collaborates well with others, including executives across multiple functions
Ability to build, maintain, update and optimize critical dashboards in Salesforce.com and business intelligence (BI) tools for the purpose of tracking the impact of sales programs
Strong analytical skills
Exceptional communication and presentation skills (including with senior management stakeholders)
Experience managing or designing sales and/or revenue/pipeline acceleration programs, integrated marketing campaigns, and/or go-to-market strategies
Proven ability to design and operationalize prescriptive sales programs and strategies
Ability to move fluidly from big picture to details
Ability to work collaboratively with Sales & Marketing teams and effectively develop relationships with stakeholders at all levels of the organization to remove impediments that block the team’s ability to meet project objectives
Strong executive presence
Proven track record of cross-stakeholder program management and execution with operational rigor
Proven ability to influence others including senior leadership
Proven experience driving GTM alignment, preferably in high-growth, fast-paced environments, preferably in high tech
Bachelor or University Degree, or relevant work experiences
Over achievement in a quota-carrying sales role strongly preferred

Performance Indicators

Sales pipeline coverage
New logos
Lead conversion rates with initial emphasis on conversion metrics italicized below
- MQL (Marketing Qualified Lead) to SAO (Sales Accepted Opportunity)
- 1-Discovery to 2-Scoping
- 2-Scoping to 3-Technical Evaluation
- 3-Technical Evaluation to 4-Proposal
- 4-Proposal to 5-Negotiating
- 5-Negotiating to 6-Awaiting Signature
- 6-Awaiting Signature to Closed Won

Career Ladder

The next steps for the Revenue Programs Specialist is to move up within this job family, into the Field Enablement Leadership job family, or into a Sales, Customer Success, or Marketing role.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants 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.

Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
Next, candidates will be invited to schedule a first interview with the Hiring Manager
Next, candidates will be invited to interview with 2-5 team members
There may be a final executive interview

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).

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.

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