Sales Strategy Roles

The Sales Strategy Job Family helps develop and execute GitLab’s Global Sales Strategy.

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 Analyst

The Sales Strategy Analyst reports to the Manager or Senior Manager, Sales Strategy.

Sales Strategy Analyst Job Grade

The Sales Strategy Analyst is a grade 6.

Sales Strategy Analyst Responsibilities

Be a trusted advisor to Regional Sales Leadership
Provide analysis that supports the development of Global Go-to-Market sales strategies
Analyze and determine key insights from business trends and metrics
Track performance comparing and analyzing actual results with plans & forecasts
Identify opportunities to improve operational efficiency and lead efforts to scale, align and invest in the business
Support overall strategic and operational cadence for the sales organization.
Ability to conduct sophisticated, detailed and creative analysis and clearly communicate results through written and verbal channels
Partner cross-functionally with Marketing, Sales, Finance, Channel and Customer Success

Sales Strategy Analyst Requirements

BA/BS degree
Demonstrated 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
Track record of building high-quality and complex spreadsheets, models and presentations
Strong interpersonal and communication skills effective across all levels of management
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

Senior Sales Strategy Analyst

The Senior Sales Strategy Analyst reports to the Manager or Senior Manager, Sales Strategy.

Senior Sales Strategy Analyst Job Grade

The Senior Sales Strategy Analyst is a grade 7.

Senior Sales Strategy Analyst Responsibilities

Be a trusted advisor to Sales Leadership
Partner cross-functionally with Sales Leadership, Marketing, Channel and Product teams to formulate and develop go-to-market and Global Sales strategies, independently managing initiatives from ideation to execution
Partner with sales on annual planning activities and the territory carving
Identify opportunities to improve operational efficiency and lead efforts to scale, align and invest in the business
Develop an understanding of and stay current with the competitive landscape
Author and deliver high-impact presentations and plans to support CRO and Theater Sales Leaders in internal Sales events
Ability to conduct sophisticated, detailed and creative analysis and clearly communicate results through written and verbal channels
Collaborate with regional sales leaders and teams to develop and execute sales management disciplines and processes (weekly/quarterly forecast, QBRs, pipeline analysis and development, etc)

Senior Sales Strategy Analyst Requirements

BA/BS degree
Demonstrated progressive 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
Strong interpersonal and communication skills effective across all levels of management
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.
Ability to use GitLab

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
Demonstrated progressive 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
Demonstrated progressive 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

Demonstrated progressive 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
Demonstrated progressive experience in an analytical role within a technology business. Preference for Strategy Consulting, Corporate Strategy, Venture Capital/Private Equity, and/or Investment Banking backgrounds

Vice President, Sales Strategy & Analytics

The Vice President, Sales Strategy reports to the VP, Field Operations.

Vice President, Sales Strategy & Analytics Job Grade

The Vice President, Sales Strategy & Analytics is a grade 12.

Vice President, Sales Strategy & Analytics Responsibilities

Extends that of the Senior Director, Sales Strategy responsibilities
Drive recruiting of a world-class team at all levels
Help team members from senior leaders, management and and analysts grow their skills and experience
Ensure the handbook is used and relevant references are maintained in a transparent way
Collaborate with senior leaders of Finance to drive planning cycles and ensure actual vs. plan throughout the year is within guidelines
Partner with senior leaders of GTM Teams and Field Enablement to leverage performance analytics and influence cross-functional revenue programs
Partner with cross-functional teams to drive analytical insights across the GTM Motion and escalate relevant discussion topics
Support CRO strategic initiatives and partner with relevant GTM teams
Partner with CRO CoS to evolve the framework and structure for critical sales leadership meetings and OKRs
Partner with CEO CoS on strategic initiatives and ensure prioritization alignment across all GTM Teams

Vice President, Sales Strategy & Analytics Requirements

Extends that of the Senior Director, Sales Strategy requirements
Expert hiring manager skills and experience
Experience managing managers, senior managers, or directors
Demonstrated progressive experience in a global SAAS sales or strategy environment
Demonstrated passion for information and business intelligence; thorough understanding of sales strategies and analytics
Strong ability to interact and influence effectively with all C-level executives and team members
Be able to represent organizational initiatives in place of the CRO
Exceptional written/verbal communication and presentation skills
Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally with exceptional intrapersonal skills Proven ability to thrive in a fluid, fast-paced, unpredictable environment.
Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values.

Specialties

Channel

Demonstrated progressive experience focused directly with supporting Channel sales organizations

Enterprise

Demonstrated progressive experience focused directly with supporting Enterprise sales organizations

Commercial

Demonstrated progressive experience focused directly with supporting Commercial sales organizations

Customer Success

Demonstrated progressive experience focused directly with supporting Customer Success sales organizations

Growth and Operations

Demonstrated progressive experience focused directly with focus on strategy and operations

Performance Indicators

IACV vs. plan > 1
IACV efficiency > 1.0
Win rate > 30%

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.

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:

Mission: Everyone can contribute
Results: Fast growth, ambitious vision
Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
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, Family and Friends days
Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

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.

Last modified March 22, 2024: Update Sales Strategy role (dd949efd)

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