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Director, Inbound Sales Development at GitLab

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The GitLab DevOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 1,600+ team members and values that guide a culture where people embrace the belief that everyone can contribute.

GitLab is looking for an enthusiastic and strategic Director, Inbound Sales Development to join our team! It’s an exciting time to join our team. We're the world’s largest all-remote company, and we've been intentionally building our culture this way from the start. With more than 1,500 team members in 65+ countries, GitLab is a place where you can contribute from almost anywhere. We are an ambitious, productive team that embraces a set of shared ​values​ in everything we do. 

Responsibilities
  • Ensure sales accepted opportunities are sourced in accordance with company targets, and that our sales organization has enough opportunities to work with to be fully productive.
  • Ensure we efficiently and effectively qualify inbound demand per region while leveraging digital and field marketing resources for particular campaigns.
  • Motivate and develop SDR managers  in alignment to our leveling concept in order to exceed goals through coaching,  incentives and grow their careers. A successful Director, Sales Development will be equal parts business manager and talent developer.
  • Plan, forecast, and understand ramp adjusted capacity to ensure the SDR  teams are grown effectively, in tandem with the needs of our sales organization and the supply of inbound demand from marketing.
  • Manage SDR rosters for tracking ramp adjusted capacity, productivity and optimal coverage.
  • Manage SDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization.
  • Build a word-class inbound sales development team. Recruit, train, and develop a global team of SDRs and Sales Development Representative managers.
  • Effectively manage paths for career advancement within the Sales Development functions. 
  • Iterating the sales development process, methodology, campaigns, hiring profiles, training and enablement with respect to the GitLab core values.
  • Work closely with marketing, sales, and people ops to ensure SDR onboarding program and ongoing training is up-to-date on our current product offering.
  • Partner with sales and marketing operations to ensure the SDR team has the best tools to do their job, and that they are configured to ensure SDR efficiency and productivity, especially salesforce.com and Outreach.
  • Focus on the quality of opportunities without sacrificing quantity. The four core metrics this role should care about are the impact on the sales cycle, close rates, pipeline contribution and average deal size.
Requirements
  • Proven track record of delivering sales pipeline managing inbound sales development  teams.
  • Responsible for creating and iterating the sales development process, methodology, campaigns, hiring profiles, training and enablement.
  • Experience leading and developing a global inbound sales development team at scale (>30 team members).
  • Power user of salesforce.com and SDR cadence management software.
  • Ability to drive cross functional alignment and coordination across sales and marketing teams.
  • Ability to attract, retain, and motivate exceptional SDRs and Sales Development managers.
  • Have a general understanding of Git, GitLab, and modern development practices.
  • A broad knowledge of the application development ecosystem.
  • Awareness of industry trends in digital transformation, devops, and continuous integration.
  • Excellent written and spoken English.
  • Able to articulate the GitLab mission, values, and vision.
  • Ability to use GitLab.

For Colorado resident: The base salary range for this role’s listed level is currently $128,500 - $192,700 for Colorado residents only. 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, and alignment with market data. 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. Disclosure as required by the Colorado Equal Pay for >Equal Work Act, C.R.S. § 8-5-101 et seq.

Remote-Global

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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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • .NETLanguages
    • C#Languages
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RubyLanguages
    • AWSLanguages
    • Ruby on RailsFrameworks
    • Vue.jsFrameworks
    • Google CloudFrameworks
    • PostgreSQLDatabases
    • SnowflakeDatabases
    • Google AnalyticsAnalytics
    • TableauAnalytics
    • SnowplowAnalytics
    • KinesisAnalytics
    • FigmaDesign
    • GitLabManagement
    • Chorus.AICRM
    • DocuSignCRM
    • LinkedIn SalesNavigatorCRM
    • SalesforceCRM
    • TroopsCRM
    • ClariCRM
    • GainsightCRM
    • ImpartnerCRM
    • MarketoLead Gen
    • ZoomInfoLead Gen
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What are GitLab Perks + Benefits

Culture
Volunteer in local community
Friends outside of work
Team owned deliverables
Diversity
Documented equal pay policy
Highly diverse management team
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Company Outings
Some Meals Provided
Happy Hours
Relocation Assistance
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available

An Insider's view of GitLab

How do you collaborate with other teams in the company?

We typically collaborate with the broader customer success team, sales teams & product teams to ensure that the customer is successful when partnering with us. We heavily rely on slack channels, docs, issues for async collaboration. We also initiate meetings at times when we are looking to resolve certain issues or brainstorm in a short time frame.

Reshmi

Manager, Enterprise Solution Architecture

How does the company support your career growth?

From starting a new role, to being promoted in that role twice now, GitLab has provided me with the resources and support I need to drive my own professional growth. One of the most inspiring things I discovered here is how genuinely team members want to help their colleagues succeed, and all you have to do is put in the work and ask for help.

Chloe

Senior Technical Account Manager

How do you make yourself accessible to the rest of the team?

I created the engineering director shadow program so that anyone at GitLab can shadow me for one week. This allows the shadow to learn the perspective and workload of an engineering director while also enabling them to learn how I make decisions and receive mentoring. It also allows me to get some “reverse mentoring” on my communication.

Wayne

Director, Engineering

What projects are you most excited about?

The most exciting projects I get the opportunity to work on during my day is partnering with large enterprise companies using GitLab to solve their problems and optimize their use of the solution. I greatly enjoy helping them with their DevOps transformation and ensuring that they reap the greatest possible return on their investment in GitLab.

Chenje

Enterprise Technical Account Manager

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