Director Pipeline Excellence
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will lead end-to-end pipeline strategy, multi-quarter target setting, capacity planning, and channel and program mix decisions across go-to-market motions. You will run and improve the 13-week Revenue Operating Cadence, including pipeline reviews, councils, sales plays, and executive updates. You will establish global standards for pipeline definitions, qualification, handoffs, routing, stages, taxonomy, and hygiene. You will deliver dashboards, funnel diagnostics, and recommendations that improve data quality, forecast accuracy, pipeline conversion, velocity, and revenue outcomes.
Requirements
- Deep experience in revenue operations, sales operations, marketing operations, or go-to-market strategy and operations roles
- Significant ownership of pipeline and funnel management in B2B SaaS
- Experience influencing cross-functional organizations across sales, marketing, customer success, finance, and analytics
- Director-level leadership experience managing, mentoring, and developing operations and analytics teams
- Understanding of end-to-end go-to-market funnels and pipeline performance metrics
- Analytical and communication skills for turning data into recommendations and decision support
- Experience designing operating cadences and governance for pipeline performance
- Experience defining and driving adoption of standardized processes and data definitions
- Ability to work autonomously and asynchronously in a fully remote environment
- Familiarity with CRM and BI tools, including Salesforce, Looker, or Tableau
Responsibilities
- Lead end-to-end pipeline growth strategy and multi-quarter target setting across regions, segments, and routes to market
- Translate revenue and coverage goals into pipeline targets, capacity plans, and channel and program mix
- Design, run, and improve the 13-week Revenue Operating Cadence
- Own pipeline generation programs, codified sales plays, and pipeline generation days
- Define and enforce global pipeline operating standards across the funnel
- Build and maintain pipeline taxonomy and a shared metrics glossary
- Establish pipeline hygiene standards and checkpoints
- Deliver pipeline analytics, dashboards, funnel diagnostics, and investment recommendations
Benefits
- Health, financial, and well-being benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity compensation
- Employee Stock Purchase Plan
- Parental Leave
