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Senior Director, Sales Operations

Department: Field Operations

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remote, North America



At GitLab, we are fundamentally changing the way our customers get their software to market by putting the entire DevOps lifecycle into a single application. With over 100,000 organizations using the product GitLab is one of the fastest growing companies in technology. Our customer success teams are responsible for ensuring that our customers are wildly successful in achieving their business outcomes with the GitLab product as they move to truly modern DevOps. A complete long-term engagement of planning, strategy, coaching, services and relationship building ensures our customers exceed their goals and digitally transform. We know that our customers trust GitLab to take their ideas all the way from plan to shipped product in production and we don’t take that responsibility lightly. We have an incredible existing, and rapidly growing, customer base, with a passionate, supportive open-source community and incredibly talented teams located in 40 countries focused on supporting them.

We're looking for an experienced Sr. Director, Sales Operations to help support the Field Sales organization by optimizing critical business processes, productivity tools, and ensuring consistency as we scale our WW Field Teams.  This requires collaboration with cross-functional departments and leveraging systems for related business processes. The candidate must be a strong leader, extremely well organized, analytical, detailed-oriented, quality minded and help champion the Field Teams.

This is a great opportunity to create scalable processes to support a fast growing company where your responsibilities will increase exponentially with your ability. The role will support the vision of Gitlab’s sales leadership team and will report to our VP of Field Operations. 


  • 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 

Key Areas of Focus & Collaboration: 


  • Sales Process Development, Policy, Adoption and Compliance
  • Quote-to-Cash Process (e.g. Deal Desk, CPQ, Subscription Management) 
  • Sales Force Enablement and Communication Protocols 


  • SFDC Development and Optimization 
  • Data integrity and compliance across all GTM systems 
  • Sales Tool Development, Vendor Selection and Management


  • Sales Metrics, Analytics and Forecasting
  • Adhoc Report Analysis and Presentation Production 
  • Monitor and Maintain Channel GTM Programs 
  • Territory and Segmentation Analysis
  • Sales Force Capacity and Planning Process
  • Compensation Strategy, Design, Compliance and Production 


  • Drive WW Sales Team Cadence (e.g. Field Calls, QBRs, SKO) 
  • Help drive Sales Culture, Recognition Activities & Events 
  • Participate in GTM Strategy and Operational Alignment with Cross Functional Depts
  • Drive Sales Operations Mandate, Design and Talent Management 


  • BA/BS degree
  • 12+ years of 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
  • Ability to thrive in a fully remote organization