Director, Sales Operations at GitLab

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The Sales Operations Job Family supports the Field Sales teams with various day to day activities such as territory management, forecasting, process improvements and Deal Desk escalations. The Sales Operations Job Family works closely with our Enterprise, Commercial sales team as well as with our Finance, Marketing and Product teams.

Director, Sales Operations Job Grade

The Director, Sales Operations is a grade 10

Director, Sales Operations Responsibilities
  • Lead and manage two established teams: Sales Operations and Deal Desk
  • Partner with CRO leadership on all issues and challenges impacting the success of the field team
  • Lead, manage and evaluate the sales tools, processes, policies, and programs to ensure continuous productivity and effectiveness
  • Continuously iterate on our Quote to Cash (Q2C) process to accelerate quote generation and maintain compliance with our finance and legal obligations
  • Own the data strategy and vendor relationships to empower our field teams with accurate information on our prospects and customers
  • Improve and manage the Sales Handbook
  • Develop project plans and manage cross-functional initiatives through to fruition
  • Manage, analyze, and summarize the weekly Sales Forecast and own the weekly forecast call
  • Collaborate with regional sales leaders and teams to develop and execute sales management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation)
  • Develop GitLab’s future leaders in the team via mentoring, coaching and career development planning
Director, Sales Operations Requirements
  • 7-12 years of experience in a SaaS Sales Operations environment
  • Experience in high volume Deal Desk/Q2C 
  • 5+ years experience in
  • Exceptional intrapersonal and management skills
    • Leadership at GitLab
    • You share our values, and work in accordance with those values
  • Unquestionable ethics, integrity and honesty
  • Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally (finance, marketing, sales enablement, etc) 
  • Demonstrated passion for information and business intelligence; thorough understanding of sales processes and methodologies
  • Analytical and detail-oriented, strong project management skills with a drive for results
  • Exceptional written/verbal communication and presentation skills
  • Proven ability to thrive in a fluid, fast-paced, sometimes unpredictable environment
  • Interest in GitLab, and open source software


Compensation information for this role can be found on our Sales Commissions handbook page. On this page, we have an overview of the standard OTE base and variable split for each Sales job family. Also listed on the page, is our quota ramp information by segment as well as our seasonality assumptions. New salespeople who join after the fiscal year may be eligible for a super commission rate which pays out at a higher rate until the ramped quota is met - watch the video on the page to learn more!
Sales compensation plans are governed by the Sales Compensation Plan terms and conditions. Some differences may apply. For any specific compensation questions, please contact your manager (current manager or hiring manager).

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