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

• IACV vs. plan > 1
• IACV efficiency > 1.0
• Win rate > 30%
• Churn & customer retention metrics

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 Calculator

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:

1. Mission: Everyone can contribute
2. Results: Fast growth, ambitious vision
3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
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8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
9. Work/Life Harmony: Flexible workday, Family and Friends days
10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!