[Hiring] Senior Revenue Operations Manager @GitLab

Role Description

As a Senior Revenue Operations Manager at GitLab, you'll own work the whole go-to-market organization relies on: the policies and processes that govern how we sell and book deals, our global forecasting process, and the Chief Revenue Officer (CRO) operating cadence. You'll report to the Senior Manager, Sales Operations, and work closely with sales leadership, other Revenue Strategy & Operations teams, Finance, Deal Desk, Product, and Data.

This is a senior individual contributor role. You'll bring experience running a forecast process day to day and a practical understanding of how a sales organization works. You'll work independently to take a problem from "something looks off in the numbers" to a fix that sticks.

GitLab is all-remote, and most of our work happens in writing. Clear, concise documentation is a big part of this job.

What you’ll do

• Own the policies that define how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria.
• Identify process problems before they affect the numbers. Validate and size the problem with data, find the root cause, and drive the fix with the right team.
• Partner with Revenue Systems to build policy into system rules, validations, and alerts, reducing manual reviews and after-the-fact corrections.
• Improve forecast methodology by tracking actual results against the forecast, explaining variances, and changing processes that aren't working.
• Own the weekly forecast readout for the CRO and sales leadership, keeping it short and focused on decisions.
• Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups.
• Work with other Revenue Strategy & Operations teams, Finance, Product, Data, and Enablement to deliver changes from the first draft through field adoption.
• Mentor others on the team and improve how we document and run our processes.

Qualifications

• Experience in Sales Operations, Revenue Operations, management consulting, or a similar role.
• A practical understanding of how a sales organization runs, including pipeline stages, deal bookings and crediting, and how compensation influences sales representative behavior.
• Strong data and analysis skills. Highly proficient in Excel or Google Sheets.
• The ability to work independently, identify what needs to be done, and work with stakeholders to get it done.
• Clear, concise writing skills.
• Comfort working with senior leaders.
• Systems thinking and the ability to learn new tools and domains quickly.
• Helpful, but not required: experience rolling out bookings, crediting, or deal policies; forecasting consumption or usage-based revenue; using tools such as Clari and Salesforce reporting.

Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Salary Range

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. The base salary range does not include any bonuses, equity, or benefits.

United States Salary Range: $104,800 — $176,400 USD