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As a GTM Planning & Operations Analyst, you'll support GitLab's go to market planning, target setting, and compensation design, as well as the associated analytics and tools. In this role, you will apply deep expertise in data, sales strategy, and annual planning frameworks to connect GitLab's GTM strategy to a clear plan for revenue growth. As the subject matter expert on capacity planning, you will take complete ownership of the quota and target planning, drive alignment across Sales, Marketing, Customer Success, and Finance.
What you'll do- Drive quota planning in the annual Go-To-Market planning process for the CRO organization.
- Partner closely with Sales Finance and the rest of Field Operations to design quota and compensation plans for roles across the CRO organization (including core Sales, Customer Success, Ecosystem, Management and others).
- Iterate on the Field Planning & Bottoms-up Quota Capacity Models; maintain throughout the year and use to drive insights that improve efficiency of the GTM motion.
- Deliver insightful performance analytics that lead to improvements in the design and effectiveness of compensation models.
- Monitor quota attainment trends and provide operational support throughout the year.
- Own high-impact reporting on all People Performance data points in the CRO organization: hiring to plan, Sales Capacity, Productivity, Quota Attainment, etc.
- Provide the CRO organization with thoughtful insights about the effectiveness of Go-To-Market planning initiatives.
- Experience in consulting, revenue operations, or finance, preferably in the SaaS industry, with a focus on business strategy and modeling.
- Advanced analytical and financial modeling skills with high motivation to drive high-value insights.
- Working knowledge of Salesforce, Xactly, Tableau, and G Suite.
- Intermediate SQL proficiency preferred for working with Snowflake and complex data models.
- Ability to partner, collaborate, and influence across functional areas (e.g., Finance, People Operations, Data, and Sales) and support multiple business partners.
- Excellent problem solving, project management, interpersonal and organizational skills.
The Go-To-Market Planning and Operations team sits within GitLab's Revenue Strategy & Operations organization and focuses on turning sales and go-to-market data into clear, actionable insights for leaders and frontline teams. You'll join a distributed group that partners closely with Sales, Customer Success, Finance, and other Revenue Operations team members to understand pipeline health, quota performance, and broader go-to-market metrics, and to build the tools and reporting that support better decisions. The team works asynchronously across time zones, using GitLab and our data stack to collaborate on projects, share context, and maintain transparency. Current priorities include strengthening our sales analytics foundation, deepening our use of business intelligence tools like Tableau, and building repeatable analytics that help stakeholders quickly understand performance and identify opportunities to improve results.
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The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
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GitLab is the Intelligent Orchestration Platform where software teams and their AI agents stay in flow to amplify their capacity for innovation. Together, they automate repetitive tasks to plan, build, secure, test, deploy and maintain software. With GitLab, software teams spend less time on coordination overhead and more time on the next big idea. What started in 2011 as an open source project to help one team of programmers collaborate is now the intelligent orchestration platform millions of people use to deliver software faster, more efficiently, while strengthening security and compliance. Since the beginning, we've been firm believers in remote work, open source, DevSecOps, and iteration. We get up and log on in the morning to work alongside the GitLab community to deliver new innovations every month that help teams and their AI agents ship great code faster.
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