Director, Pipeline Excellence

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Lead GitLab's end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market (inbound, outbound, partner, and expansion), including capacity planning and program mix decisions. • Translate top-down revenue and coverage goals into bottom-up pipeline targets, capacity plans, and the channel and program mix, in partnership with sales, marketing, and finance. • Design, run, and continuously improve GitLab's pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence, including pipeline reviews, pipeline council, sales plays, and executive updates aligned to monthly and quarterly forecasting milestones. • Own the design and execution of pipeline generation programs, including codified sales plays and pipeline generation days every other week, ensuring alignment to annual operating plan targets and coverage needs. • Define and enforce global pipeline operating standards across the funnel (lead to opportunity to closed-won), including qualification standards, handoffs, service level agreements (SLAs), routing logic, and stage definitions. • Build and maintain a clear pipeline taxonomy (source, type, motion, segment) and a shared glossary for pipeline metrics to ensure consistent reporting and decision-making. • Establish pipeline hygiene standards and checkpoints (weekly, monthly, and quarterly) to improve data quality, forecast accuracy, and execution consistency across go-to-market teams. • Deliver pipeline analytics, dashboards, and funnel diagnostics (coverage, creation, conversion, velocity, quality, and pipeline at risk), and provide clear recommendations on where to invest to hit pipeline and revenue goals.

🎯 Requirements

• Deep experience in revenue operations, sales operations, marketing operations, or related go-to-market strategy and operations roles, with significant ownership of pipeline and funnel management in B2B SaaS. • Ability to navigate and influence complex, cross-functional organizations, balancing the needs of sales, marketing, sales development, customer success, finance, and analytics while operating effectively in ambiguity. • Proven director-level leadership skills, including experience managing, mentoring, and developing high-performing operations and analytics teams. • Strong understanding of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion motions, and how pipeline coverage, conversion, velocity, and quality translate to revenue outcomes. • Excellent analytical and communication skills, including comfort turning data into clear recommendations and influencing senior go-to-market and finance leaders through concise narratives and decision support. • Experience designing and running operating cadences and governance for pipeline performance (including forecasting milestones, pipeline reviews, and hygiene checkpoints) with clear owners, inputs, outputs, and decisions. • Ability to define, document, and drive adoption of standardized process and data definitions (for example, pipeline taxonomy, stages, service level agreements (SLAs), and hygiene standards) across systems and teams. • Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and priorities across the broader GitLab team. • Familiarity with customer relationship management (CRM) and business intelligence (BI) tools (for example, Salesforce for CRM and Looker or Tableau for BI) to build dashboards, metrics frameworks, and self-serve reporting for pipeline and funnel performance.

🏖️ Benefits

• 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