Sales Strategy Roles

The Sales Strategy Job Family helps develop and execute GitLab's Global Sales Strategy. The Sales Strategy Job Family partners close with Sales Leadership to identify opportunities and improve efficiencies.

Sales Strategy Manager

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

Sales Strategy Manager Job Grade

The Sales Strategy Manager is a grade 8.

Sales Strategy Manager 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

Sales Strategy Manager Requirements

BA/BS degree
3+ 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

Sales Strategy Senior Manager

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

Sales Strategy Senior Manager Job Grade

The Sales Strategy Senior Manager is a grade 9.

Sales Strategy Senior Manager Responsibilities

Extends the Sales Strategy Manager Responsibilities

Sales Strategy Senior Manager Requirements

Extends the Sales Strategy Manager Requirements
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

Director, Sales Strategy

The Director, Sales Strategy reports to the Senior Director, Sales Strategy.

Director, Sales Strategy Job Grade

The Sales Strategy Senior Manager is a grade 10.

Director, Sales Strategy 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

Director, Sales Strategy Requirements

7+ 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
BA/BS degree, MBA Preferred
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

Senior Director, Sales Strategy

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

Senior Director, Sales Strategy Job Grade

The Senior Director, Sales Strategy is a grade 11.

Senior Director, Sales Strategy Responsibilities

Extends that of the Director, Sales Strategy responsibilities

Senior Director, Sales Strategy Requirements

Extends that of the Director, Sales Strategy requirements
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

Specialties

Channel

2+ years experience focused directly with supporting Channel sales organizations

Enterprise

2+ years experience focused directly with supporting Enterprise sales organizations

Commercial

2+ years experience focused directly with supporting Commercial sales organizations

Customer Success

2+ years experience focused directly with supporting Customer Success sales organizations

Growth and Operations

5+ years experience focused directly with focus on strategy and operations

Performance Indicators

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.

Phone screen with a GitLab Recruiting team member
Video Interview with the Hiring Manager
Team Interviews with 1-4 team members

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. 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).

Compensation Calculator

To find out more about the compensation for this role, please join our talent community first. Once you've joined, 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.

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.