Sales Operations Roles

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

Sales Operations Analyst Levels

Associate Sales Operations Analyst

The Associate Sales Operatios Analyst reports to the Manager, Sales Operations.

Job Grade

The Associate Sales Operations Analyst is a grade 5

Associate Sales Operations Analyst 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

Associate Sales Operations Analyst Requirements

BA/BS degree
Demonstrated progressive 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

Sales Operations Analyst (Intermediate)

The Sales Operations Analyst reports to the Manager, Sales Operation.

Job Grade

The Sales Operations Analyst is a grade 6

Sales Operations Analyst (Intermediate) Responsibilities

Extends that of the Associate Sales Operations Analyst Responsibilities.

Sales Operations Analyst (Intermediate) Requirements

Extends that of the Associate Sales Operations Analyst Responsibilities.
Demonstrated progressive relevant experience and an understanding of sales operations

Manager, Sales Operations Levels

Manager, Sales Operations

The Manager, Sales Operations reports to the Sr. Manager, Sales Operations.

Job Grade

The Manager, Sales Operations is a grade 8

Manager, Sales Operations 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

Manager, Sales Operations Requirements

BA/BS degree
Demonstrated progressive 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

Senior Manager, Sales Operations

The Senior Manager, Sales Operations reports to the Director, Sales Operations.

Senior Manager, Sales Operations Job Grade

The Senior Manager, Sales Operations is a grade 9

Senior Manager, Sales Operations Responsibilities

Extends that of the Manager, Sales Operations Responsibilities.

Senior Manager, Sales Operations Requirements

Extends that of the Manager, Sales Operations Requirements.
Demonstrated progressive relevant experience and a solid understanding of sales operations

Director, Sales Operations Levels

Director, Sales Operations

The Director, Sales Operations reports to the Sr. Director, Sales Operations.

Director, Sales Operations Job Grade

The Director, Sales Operations is a grade 10

Director, Sales Operations 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)

Director, Sales Operations Requirements

Demonstrated progressive 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
Demonstrated progressive 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

Senior Director, Sales Operations

The Senior Director, Sales Operations reports to the VP, Field Operations.

Senior Director, Sales Operations Job Grade

The Senior Director, Sales Operations is a grade 11

Senior Director, Sales Operations 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

Senior Director, Sales Operations Requirements

BA/BS degree
Demonstrated progressive 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

Specialties

Channel

Sales Operations Analyst (Channel) Responsibilities

Support the channel sales team on Tier 1 issues including SFDC account management, opportunity assistance, and portal account creations
Document and create knowledge repository for first-tier channel ops support
Create and implement reporting and dashboards for the channel organization that focuses on improving efficiency, effectiveness, and productivity
Support ad hoc reporting requests to support projects and company OKR’s
Manage the operational aspect of newly created partner accounts and assignments/reassignments
Assist in monthly comp reporting and clean up
Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
Collaborate with Programs team to ensure notifications and reporting are in place for program compliance
Maintain data integrity within customer records in Salesforce.com and other systems
Monitor system adoption and data compliance and governance

Sales Operations Analyst (Channel) Requirements

Demonstrated progressive relevant experience and an understanding of sales and or channel operations

Manager, Sales Operations (Channel)

Extends that of the Manager, Sales Operations
Demonstrated progressive experience in Sales Operations specific to Channel

Director, Sales Operations (Channel) Responsibilities

Extends that of the Director, Sales Operations 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

Director, Sales Operations (Channel) Requirements

Extends that of the Director, Sales Operations Requirements
Demonstrated progressive channel experience
Demonstrated progressive experience in program management and/or operations
Experience with channel management systems (e.g., Salesforce, Partner Portals)

Senior Director, Sales Operations (Channel) Responsibilities

Extends that of the Director, Sales Operations (Channel) Responsibilities
Drive recruiting of a world-class team at all levels
Motivate and communicate across multiple levels of their department
Ensure the handbook is used and relevant references are maintained in a transparent way
Develop strategies and new initiatives with their team to advance on an organizational and technical level both the department, the company and the product
Have successful peer partnerships with other department leaders in Marketing, Product, Finance, etc…
Partner with cross-functional teams to drive analytical insights across the GTM Motion and escalate relevant discussion topics
Support Channel and Alliance strategic initiatives and partner with relevant GTM teams
Development, measurement, and management of key metrics for group's performance
Drive high throughput and all connected key metrics on a strategic level

Alliances

Manager, Sales Operations (Alliances)

Extends that of the Manager, Sales Operations
Demonstrated progressive relevant experience and an understanding of sales and or channel operations
Be the main point of contact for the Alliance Team on any operational support they may need. This can include process design and documentation, reporting support, and QTC assistance
Assist in implementing tools and processes for both internal sales and the alliance team that focuses on improving efficiency, effectiveness, and productivity
Document and create knowledge repository of rules of engagement and policies
Work with cross functional teams/counterparts at Alliance Partners to support new initiatives
Help to ensure Alliance business is being included and properly reflected in forecasting and reporting

Alliance Operations, Program Specialist

Demonstrable experience building and/or managing programs, preferably with Channel or Alliance teams
Strong program management background and ability to break complex tasks into discrete steps for effective project management and execution
Strategic thinking skills combined with a strong ability to execute and deliver results
Experience growing within a start-up; strong ability to interact and influence effectively with senior executives, managers, and team members
Exceptional written/verbal communication and presentation skills
Team player with strong interpersonal and cross-functional collaboration skills
Ability to thrive in a fast-paced, unpredictable environment
Share and work in accordance with GitLab's values
Prior experience as well as knowledge and familiarity with the Software Development Life Cycle, DevOps, open source software, and SaaS not required but considered a plus

Partner Operations Project Manager

Extends that of the Manager, Sales Operations
Demonstrated progressive relevant experience and an understanding of sales and or channel operations
Must have experience with QTC process, tools, and automation (API’s)
Partner Portal experience preferred
Responsible for managing all active Partner Operations team projects and system enhancements for Channels, Alliances, and OEM’s
Take lead in documenting the requirements and process to improve efficiencies for the sales systems team so they can build and implement new features
Ensure the current processes accurately reflect and support the published Partner Program
Assist in implementing new tools and/or applications that focuses on improving efficiency, effectiveness, and productivity
- Including automation with QTC with Partners
Own data integrity for Partner business and manage the ROE
- Can include data loads in SFDC, reporting, and comp validation

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.

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.

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 apply to a role first. Once selected for a screening call, 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.

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Top 10 Reasons to Work for GitLab:

Mission: Everyone can contribute
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Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
Work/Life Harmony: Flexible workday, Friends and Family days
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See our culture page for more!

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