Revenue Programs

The Revenue Programs job family is responsible for developing and executing effective pipeline tactics and strategies 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 programs, campaigns, and 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 skills
Bachelor or University Degree, or relevant work experiences

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

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
Own quarterly pipeline planning to ensure there is structure, scalability and transparency with clear in-quarter execution outputs
Collaboratively define success measures and reporting frameworks for implemented programs

Revenue Programs Specialist (Intermediate) Requirements

Strong analytical skills
Exceptional communication and presentation skills
Bachelor or University Degree, or relevant work experiences
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
Experience managing or designing sales programs, campaigns, and go-to-market strategies
Exceptional communication and presentation skills (including with senior management stakeholders)

Senior Revenue Programs Specialist

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

Senior Revenue Programs Specialist Job Grade

The Senior Revenue Programs Specialist role is a grade 7.

Senior Revenue Programs Specialist Responsibilities

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
Conduct regular program reviews with leaders, providing status updates and risk mitigation strategies
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
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

Senior Revenue Programs Specialist Requirements

Proven ability to design and operationalize prescriptive sales programs and strategies
Proven track record of cross-stakeholder program management and execution with operational rigor
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
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 Team Responsibilities

Lead a team of Revenue Program Specialists

Manager, Revenue Programs Team Requirements

People management experience, preferably in a Sales, Sales Ops, Sales Programs, Sales Analytics, Sales Enablement, or related function
Ability to influence others

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.

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.