Sales Strategy

Senior Manager, Sales Strategy

Job Grade 

The Senior Manager, Sales Strategy is a grade 9.

Responsibilities

• Develop and execute a Global Sales Strategy by working with Sales Leadership and GTM teams including owning and driving key initiatives and projects
• Partner with Sales Leadership to formulate and develop regional/segment business plans and constantly evolving go-to-market strategies
• Identify opportunities to improve go-to-market efficiencies and lead efforts to scale, align and invest in the business
• Analyze and present recommendations to Sales Leadership for alignment and investment in the desired state and opportunities for sales productivity improvement
• Developing an understanding of and staying current with the competitive landscape
• Assess and drive innovative pricing strategies and options for Field Teams
• Authoring and delivering high-impact presentations and plans to support CRO and internal Sales events
• Assist with annual planning with Sales Leadership and key GTM Leaders
• Drive quarterly planning with Theater Sales Leaders and provide analytical support
• Develop and manage executive reporting on key metrics, formulate actionable insights and structure a concise, clear presentation of findings and prioritize issues as appropriate
• Ability to conduct sophisticated and creative analysis, yet translate those results to easily digestible messages, communications, and presentations
• Support strategy for Customer Success and Channel Teams
• Be a trusted advisor to Sales Leadership

Requirements

• BA/BS degree
• 5+ years of experience in an analytical role within a technology business. Preference for Sales Strategy, Business Intelligence/Analytics, Management Consulting, Venture Capital/Private Equity, and/or Investment Banking backgrounds
• Excellent quantitative analytical skills, creativity in problem solving, and a keen business sense
• Ability to think strategically, but also have exceptional attention to detail to drive program management and execution
• Extensive track record of building high-quality and complex spreadsheets, models and presentations
• Superb analytical skills and technical aptitude
• Experience with SQL, Tableau, and/or similar analytical packages a plus
• 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 thrive in a fully remote organization
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Senior Director, Sales Strategy

Job Grade 

The Senior Director, Sales Strategy is a grade 11.

Responsibilities

• Develop and execute a Global Sales Strategy by working with Sales Leadership and GTM teams including owning and driving key initiatives and projects
• Partner with Sales Leadership to formulate and develop regional/segment business plans and constantly evolving go-to-market strategies
• Identify opportunities to improve go-to-market efficiencies and lead efforts to scale, align and invest in the business
• Analyze and present recommendations to Sales Leadership for alignment and investment in the desired state and opportunities for sales productivity improvement
• Developing an understanding of and staying current with the competitive landscape
• Assess and drive innovative pricing strategies and options for Field Teams
• Authoring and delivering high-impact presentations and plans to support CRO and internal Sales events
• Assist with annual planning with Sales Leadership and key GTM Leaders
• Drive quarterly planning with Theater Sales Leaders and provide analytical support
• Develop and manage executive reporting on key metrics, formulate actionable insights and structure a concise, clear presentation of findings and prioritize issues as appropriate
• Ability to conduct sophisticated and creative analysis, yet translate those results to easily digestible messages, communications, and presentations
• Support strategy for Customer Success and Channel Teams
• Be a trusted advisor to Sales Leadership

Requirements

• BA/BS degree, MBA Preferred
• 8-10+ years of experience in an analytical role within a technology business. Preference for Strategy Consulting, Corporate Strategy, Venture Capital/Private Equity, and/or Investment Banking backgrounds
• Excellent quantitative analytical skills, creativity in problem solving, and a keen business sense
• Ability to think strategically, but also have exceptional attention to detail to drive program management and execution
• Extensive track record of building high-quality and complex spreadsheets, models and presentations
• Superb analytical skills, technical aptitude and executive presence
• Experience with SQL, Tableau, and/or similar analytical packages a plus
• 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 thrive in a fully remote organization
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

Performance Indicators

• IACV vs. plan > 1
• IACV efficiency > 1.0
• Win rate > 30%
• Rep IACV per comp > 5

Career Ladder

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

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process.

1. Phone screen with a GitLab Recruiting team memeber
2. Video Interview with the Hiring Manager
3. Team Interviews with 1-4 teammates 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:

1. Work with helpful, kind, motivated, and talented people.
2. Work remote so you have no commute and are free to travel and move.
3. Have flexible work hours so you are there for other people and free to plan the day how you like.
4. Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
5. Work on open source software so you can interact with a large community and can show your work.
6. Work on a product you use every day: we drink our own wine.
7. Work on a product used by lots of people that care about what you do.
8. As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
9. Focused on results, not on long hours, so that you can have a life and don't burn out.
10. Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!