Sales Operations

Sales Operations Analyst

The Sales Operations Analyst supports the Field Sales teams with varies day to day activities such as SLA's, dashboards, reporting, and process improvements and efficiencies. The Sales Operations Analyst works close with our Enterprise, Commercial and/or Customer Success segments.

Job Grade

The Sales Operations Analyst is a grade 6

Responsibilities

Support the field sales team on opportunity management (creation, updating, closing)
Collaborate with the sales and support functions to ensure Service Level Agreements (SLA) are met
Document and create knowledge repository for first-tier sales support
Create and implement reporting and dashboards for the sales organization that focuses on improving efficiency, effectiveness, and productivity
Manage the operational aspect of on-boarding new employees and transitions of existing employees
Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
Collaborate with Marketing to ensure proper lead management processes, metrics, and policies
Maintain data integrity within customer records in Salesforce.com and other systems
Monitor system adoption and data compliance and governance
Maintain and evangelize communication best practices for sales and sales support functions

Requirements

BA/BS degree
Minimum 2 years of relevant experience and an understanding of sales operations
Strong analytical ability and able to prioritize multiple projects
SFDC experience and knowledge of enterprise SaaS tools
Excellent problem solving, project management, interpersonal and organizational skills
SaaS and B2B experience preferred
Interest in GitLab, and open source software
You share our values and work in accordance with those values.
Leadership at GitLab
Ability to use GitLab

Performance Indicators

Levels

Associate Sales Operations Analyst

Job Grade

The Associate Sales Operations Analyst is a grade 5

Responsibilities

Support the field sales team on opportunity management (creation, updating, closing)
Collaborate with the sales and support functions to ensure Service Level Agreements (SLA) are met
Document and create knowledge repository for first-tier sales support
Create and implement reporting and dashboards for the sales organization that focuses on improving efficiency, effectiveness, and productivity
Manage the operational aspect of on-boarding new employees and transitions of existing employees
Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
Collaborate with Marketing to ensure proper lead management processes, metrics, and policies
Maintain data integrity within customer records in Salesforce.com and other systems
Monitor system adoption and data compliance and governance
Maintain and evangelize communication best practices for sales and sales support functions

Requirements

BA/BS degree
Minimum 1 years of relevant experience and an understanding of sales operations
Strong analytical ability and able to prioritize multiple projects
SFDC experience and knowledge of enterprise SaaS tools
Excellent problem solving, project management, interpersonal and organizational skills
SaaS and B2B experience preferred
Interest in GitLab, and open source software
You share our values and work in accordance with those values.
Leadership at GitLab
Ability to use GitLab

Performance Indicators

Manager, Sales Operations

Job Grade

The Manager, Sales Operations is a grade 8

Responsibilities

Support the field sales team on quote processes, pricing, configuration, and terms
Collaborate with the finance deal desk team to ensure that quote creation and approval SLAs are met
Review non-standard deal terms and ensure compliance with published sales and approval policies and act as an escalation point for approvals
Provide first-tier support for any end-user technical or process questions in Salesforce and other systems primarily managed by Sales Operations
Implement tools and processes for the sales organization that focuses on improving efficiency, effectiveness, and productivity
Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
Work with other departments to improve integration between Salesforce and other mission-critical systems, including Marketo, Zuora, and Zendesk
Collaborate with Marketing to ensure proper lead management processes, metrics, and policies
Maintain data integrity within customer records in Salesforce.com and other systems
Monitor system adoption and data compliance and governance
Develop best practices that align sales data quality with company initiatives

Requirements

BA/BS degree
Minimum 5 years of relevant experience and a solid understanding of sales operations
Strong analytical ability and able to prioritize multiple projects
Managed Deal Desk functions and an expert with CPQ tools
Deep SFDC expertise and knowledge of enterprise SaaS tools
Excellent problem solving, project management, interpersonal and organizational skills
SaaS and B2B experience preferred
Interest in GitLab, and open source software
You share our values and work in accordance with those values.
Leadership at GitLab

Performance Indicators

Senior Manager, Sales Operations

Job Grade

The Senior Manager, Sales Operations is a grade 9

Responsibilities

Support the field sales team on quote processes, pricing, configuration, and terms
Collaborate with the finance deal desk team to ensure that quote creation and approval SLAs are met
Review non-standard deal terms and ensure compliance with published sales and approval policies and act as an escalation point for approvals
Provide first-tier support for any end-user technical or process questions in Salesforce and other systems primarily managed by Sales Operations
Implement tools and processes for the sales organization that focuses on improving efficiency, effectiveness, and productivity
Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
Work with other departments to improve integration between Salesforce and other mission-critical systems, including Marketo, Zuora, and Zendesk
Collaborate with Marketing to ensure proper lead management processes, metrics, and policies
Maintain data integrity within customer records in Salesforce.com and other systems
Monitor system adoption and data compliance and governance
Develop best practices that align sales data quality with company initiatives

Requirements

BA/BS degree
Minimum 7 years of relevant experience and a solid understanding of sales operations
Strong analytical ability and able to prioritize multiple projects
Managed Deal Desk functions and an expert with CPQ tools
Deep SFDC expertise and knowledge of enterprise SaaS tools
Excellent problem solving, project management, interpersonal and organizational skills
SaaS and B2B experience preferred
Interest in GitLab, and open source software
You share our values and work in accordance with those values.
Ability to use GitLab
Leadership at GitLab

Performance Indicators

As with other Sales Operations/sales support roles, the Sr. Manager is responsible for the facilitation and related success of GitLab's sales KPIs, but below are key KPIs specific to Customer Success.
SMAU
CSAT
PNPS
Churn & customer retention metrics

Director, Sales Operations

The Director's mission is to organize data and generate deep customer insight in order to enhance sales force productivity and effectiveness. They accomplish that mission by working collaboratively with our sales, marketing, finance and operations teams. The Director will measure everything to help us optimize our sales funnel and achieve growth. The impact will help us make it easier to maintain a competitive edge, enhance sales force effectiveness, and achieve consistent, sustainable sales success.

Job Grade

The Director, Sales Operations is a grade 10

Responsibilities

Partner with the VP Field Ops and sales leadership on all issues and challenges impacting the success of the sales team
Lead, manage and evaluate the sales tools, processes, policies, and programs to ensure continuous productivity and effectiveness
Partner with the Sales Strategy, Finance, and HR to design, document, implement and monitor sales compensation plans
Improve and manage the Sales Handbook
Create board-level presentations for the Chief Revenue Officer
Manage, analyze, and summarize the weekly Sales Forecast
Pricing and Contract Support: Given the pace of business, it is imperative that sales operations enable the sales team with high-quality proposals that can be
Collaborate with regional sales leaders and teams to develop and execute sales management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation)

Requirements

10-15 years of experience in a global SAAS sales or sales operations environment
Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally (finance, marketing, sales enablement, etc) with exceptional intrapersonal skills
Demonstrated passion for information and business intelligence; thorough understanding of sales processes and methodologies
Minimum of 5 years experience in Salesforce.com
Analytical and detail-oriented, strong project management skills with a drive for results
Exceptional written/verbal communication and presentation skills
Proven ability to thrive in a fluid, fast-paced, unpredictable environment
Interest in GitLab, and open source software
Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values
You share our values, and work in accordance with those values.
Leadership at GitLab

Performance Indicators

Specialties in Director level

Director, Operations (Channel)

Additional Responsibilities

Build and optimize a company-wide reseller channel process in collaboration with the sales team and broader GitLab organization
Develop methods, processes, systems and tools to appropriately support our channel efforts within our segmentation models: enterprise, mid-market and SMB
Drive cross-functional programs and initiatives to support scaling of the business and integrate the channel processes with teams throughout GitLab (e.g., sales, marketing, product)
Manage all channel incentive programs and ensure adherence to policies
Assist in the development and rollout of channel enablement practices to improve our reseller’s effectiveness and efficiency and provide increased channel insights through data, automation, and product analytics
Create and coordinate key reporting for GitLab leadership team, partnering with the Customer Success analyst to provide reporting on customer adoption, sentiment and advocacy and business results (i.e., forecasts, renew, expand, churn)
Act as liaison to channel enablement to drive training and enablement priorities, content and methods

Additional Requirements

10+ years of channel experience
5 years experience in program management and/or operations
Experience with channel management systems (e.g., Salesforce, Partner Portals)

Performance Indicators

Senior Director, Sales Operations

The Senior Director supports the Field Sales organization by optimizing critical business processes, productivity tools, and ensuring consistency as we scale our worldwide field teams. This requires collaboration with cross-functional departments and leveraging systems for related business processes. The Senior Director is a strong leader, extremely well organized, analytical, detailed-oriented, quality minded and help champion the field teams.

Job Grade

The Senior Director, Sales Operations is a grade 11

Responsibilities

Develop and execute a Global Sales Operations by collaborating with Sales Leadership and GTM teams including driving key initiatives
Develop and optimize sales processes and programs as it relates to Quote-to-Cash, Deal Desk, Forecasting and supporting Field Business Units
Develop an operational cadence for Sales Operations
Proactively monitor and maintain high levels of quality, accuracy, and process consistency across the Field organization
Develop strategies to optimize SFDC, other SaaS tools and data across all business units
Develops key performance metrics, dashboards, and reports that help the sales organization focus on performance drivers and results
Collaborate with Marketing to ensure proper lead management processes, metrics, and policies
Partner and implement knowledge management strategies to continuously increase product knowledge across all GTM teams
Be a trusted advisor to Sales Leadership

Requirements

BA/BS degree
12+ years of relevant experience in a software business and sales operations capacity
Excellent quantitative analytical skills, creativity in problem-solving, empowering teams and a keen business sense
Ability to think strategically, but also have exceptional attention to detail to drive program management, execution and results
Demonstrated ability to influence and foster collaborative relationships with cross-functional GTM departments
Excellent problem solving, project management, interpersonal and organizational skills
Deep SFDC expertise and expert knowledge of enterprise sales tools
Ability to coach, motivate, performance manage and recruit Sales Operations teams
Interest in GitLab, and open source software
You share our values and work in accordance with those values
Leadership at GitLab

Performance Indicators

Career Ladder

The next step in the Sales Operations job family is not yet defined at GitLab.

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 teammates
There may be a final executive interview for any IC role, there will be an executive interview for any Manager level role.

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!

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