Senior Director, Sales Execution and Operations
GitLabGitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
As Senior Director of Sales Execution and Operations, you will own the operating rhythm of GitLab’s Sales organization. You’ll be responsible for ensuring flawless execution across forecasting, pipeline management, systems, and analytics—enabling Sales leaders and teams to consistently deliver against ambitious growth targets. This role requires a balance of operational rigor, data-driven insight, and people leadership to create a high-performing sales engine.
What You’ll Do
- Run the sales operating cadence – Lead forecasting, pipeline reviews, QBRs, and executive-level business reviews to drive consistent performance management.
- Partner with Sales leadership – Act as the trusted operational advisor and right-hand to Sales leaders, ensuring they have the data, processes, and support to achieve targets.
- Translate strategy into execution – Operationalize strategic Sales Plays into field-ready programs with enablement, communications, and performance tracking.
- Performance analytics – Deliver actionable insights into pipeline health, forecast accuracy, attainment trends, and sales productivity to drive decisions.
- Frontline insights delivery – Identify gaps in team or individual performance and recommend tactical action plans.
- Cross-functional leadership – Collaborate with Enablement, Marketing, IT, and other functions to drive seamless end-to-end sales execution.
Your Team’s Focus Areas
- Sales Ops Business Partnering – Direct support and advisory to Sales leadership.
- Field Execution Analytics & Insights – Analysis of performance, trends, and opportunities.
- Forecast & Pipeline Management – Excellence in prediction and accountability.
- Tactical Sales Play Execution – Field implementation of strategic initiatives.
What You’ll Bring
- 10+ years of sales operations leadership, with 5+ years leading teams in hypergrowth SaaS.
- Proven experience scaling operations in environments with 2x+ revenue growth.
- Strong background in analytics, insights, and BI tools such as Tableau
- Experience designing scalable operating rhythms and driving process excellence.
- Collaborative, cross-functional leadership style with ability to influence at all levels.
Success Metrics
- Achievement of quarterly and annual bookings targets across Sales.
- Improved forecast accuracy and pipeline quality.
- Gains in sales cycle efficiency and win rates.
- Field adoption and impact of Sales Plays.
- Positive satisfaction scores from Sales leadership on operational partnership.
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.
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.
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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.