GitLab

Security Engineer

• Recruit, hire, lead, and coach Account Executives covering National Security Group departments
• Drive regional revenue and growth targets and build an accountable, inclusive team
• Lead new business and expansion strategy across priority accounts
• Generate and progress pipeline to meet quarterly and annual bookings targets
• Own regional forecasting, opportunity data quality, and deal reviews
• Use MEDDPICC to qualify opportunities and provide leadership visibility into pipeline health, commitments, and risks
• Guide complex federal procurement processes with distributors and partners, including Carahsoft and systems integrators
• Navigate contracting vehicles, funding cycles, and agency-specific buying processes
• Shape sales approaches for regulated environments using FedRAMP-authorized offerings and DevSecOps use cases
• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, roadmap feedback, and campaigns
• Expand within large agencies through new workloads, cross-sells, and upsells
• Meet customers in the field, travel as needed, build executive relationships, and lead negotiations in an asynchronous environment

Regional Sales Director – National Security Group

Account Executive

• Own a portfolio of GitLab’s largest strategic customers and prospects in Germany
• Manage and support GitLab’s strategic public sector accounts
• Break into net new enterprise accounts and expand GitLab’s footprint within existing customers
• Manage the end-to-end sales process using Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and Channel resources
• Use solution selling to identify business potential and build strategic, long-term customer partnerships
• Develop customer plans based on business strategies, goals, and performance metrics
• Expand industry and competitive knowledge
• Contribute to root cause analysis on wins and losses
• Communicate lessons learned to account managers, marketing, and technical teams
• Provide account leadership throughout pre- and post-sales processes
• Prospect and develop opportunities in strategic accounts
• Coordinate resources to ensure successful rollout and adoption of GitLab products
• Discuss business issues with prospects and develop quotes, written sales proposals, and formal sales presentations
• Feed customer feedback and product ideas into GitLab’s public issue tracker

Strategic Account Executive – Public Sector

• Own a broad book of Commercial & Enterprise business, from new prospects to growing existing accounts
• Manage the full sales cycle from discovery and solution alignment through negotiation and close
• Articulate GitLab’s DevSecOps value proposition and align it to customer business outcomes
• Analyze wins and losses, conduct root cause analyses, and share lessons learned
• Document and maintain accurate buying criteria, buying processes, next steps, owners, pipeline data, and account plans
• Improve the sales handbook and processes by documenting best practices and refinement opportunities
• Provide account leadership across pre- and post-sales while partnering with technical teams and customer success
• Represent the customer voice through product feedback and ideas in GitLab’s public issue tracker
• Report to a Regional Sales Director and collaborate with business development, marketing, sales development, and technical teams

Senior Account Executive

Product Manager

• Define, own, and maintain the multi-quarter internal product roadmap for the Lead-to-Opportunity domain and broader GTM technology stack integrated with Salesforce
• Translate Marketing, Sales Development, RevOps, and GTM leadership strategy into prioritized system capabilities with outcomes and success metrics
• Drive quarterly planning with Engineering Managers and BSAs
• Maintain process maps, lead lifecycle flows, and decision logs
• Serve as the primary product voice for L2O and GTM Systems initiatives
• Lead discovery, requirements workshops, business process design, and stakeholder alignment sessions
• Mentor BSAs in product thinking, requirements structuring, acceptance criteria, and roadmap communication
• Lead initiatives end-to-end from discovery through launch and post-launch measurement
• Write user stories, acceptance criteria, and lead-flow/data-flow diagrams
• Manage backlog intake, triage requests, and defend prioritization decisions
• Define and report success metrics including lead response time, routing accuracy, conversion rate, data quality, and adoption
• Identify and de-risk dependencies across adjacent domains
• Own UAT strategy and acceptance criteria
• Partner with architects and engineering managers on Salesforce and MarTech integration design, API design, data modeling, and integration patterns
• Maintain domain-level roles and responsibilities clarity across technical managers, BSAs, and adjacent pods

Senior Product Manager, CRM – GTM Systems

Sales

• Own the end-to-end new-logo strategy across EMEA, AMER, and BDR/SDR pipeline-generation functions
• Lead, develop, and hold accountable four manager-level direct reports and their teams
• Build and iterate the outbound and top-of-funnel playbook from pipeline generation through regional deal execution
• Set unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
• Build cross-functional relationships and influence roadmaps across regions
• Partner with senior sales, marketing, and RevOps leadership to align strategy with corporate revenue goals
• Drive cross-regional forecasting, pipeline health, and revenue reporting
• Analyze regional market dynamics to maximize successes and create growth opportunities
• Educate the organization on competitive products, regulations, trends, customer needs, and pricing
• Establish and report team- and organization-level metrics and address performance gaps
• Ensure the new-business plan supports corporate revenue goals
• Recruit and hire manager-level talent and build a pipeline of future leadership hires
• Foster a positive culture across a multi-region, multi-function organization

Global Sales Director, SMB – New Business

Data Engineer

• Architect how GitLab and third-party data is ingested, modeled, and synced into the knowledge graph as a near-real-time graph of the development ecosystem
• Lead integration with external systems for business context, including Jira, observability tools, Zendesk, and ServiceNow
• Architect the Data Marketplace so customers consume GitLab data through Snowflake, Databricks, and BigQuery without engineering dependencies
• Publish GitLab observability as OpenTelemetry and broker data-sharing APIs
• Define operational readiness for everything shipped across GitLab.com, Dedicated, and Self-Managed
• Translate an ambiguous 0-to-1 problem space into concrete, iterable roadmaps with Product, Design, and the graph backend team
• Resolve cross-team dependencies across graph backend, AI Platform, and Infrastructure
• Mentor senior and intermediate engineers through design reviews, pairing, and code review
• Identify systemic bottlenecks, simplify processes, and design systems that improve execution velocity

Staff Fullstack Engineer, Data Products – Golang / Node

Engineer

• Deliver GitLab Professional Services engagements, including installation, migration, training, and advisory services
• Plan and execute deployments from single-node Omnibus installations to large reference architectures using Infrastructure as Code and Configuration as Code
• Lead migrations from multiple source systems to GitLab SaaS or self-managed GitLab
• Partner with Engagement Managers and Project Managers to improve delivery consistency and refine delivery processes
• Serve as a trusted technical advisor, translating customer goals and constraints into implementation plans and next steps
• Interface with GitLab product and engineering teams to unblock customer outcomes and share customer feedback
• Mentor Associate and Intermediate Professional Services Engineers
• Manage and deliver multiple customer engagements as primary engineer or lead

Senior Professional Services Engineer

Revenue Operations

• Support cross-functional annual planning activities related to territory carving and deployment in Salesforce for the APJ region
• Help maintain and document territory operations processes, including runbooks and onboarding materials
• Respond to account routing questions from the APJ field and escalate complex or ambiguous cases
• Support recurring territory reporting and ad hoc analysis requests for APJ sales leadership
• Partner with APJ Field Sales, Sales Operations, and Revenue Strategy to understand regional coverage needs and improve territory processes and tools
• Assist the Sales Systems team with territory-management automation improvements, such as automated opportunity assignment
• Support data hygiene and enrichment for APJ accounts using RingLead, ZoomInfo, D&B, and Openprise
• Document questions, edge cases, and process gaps encountered in day-to-day work

Associate Revenue Operations Manager

• Lead the technical delivery lifecycle for GitLab Professional Services engagements, from scoping and discovery through implementation and handoff
• Design high-level and detailed architectures and implementation plans for GitLab infrastructure and functionality
• Design and deliver GitLab reference architecture implementations for self-managed and cloud environments using infrastructure as code
• Lead source code management and CI/CD migrations to GitLab, including enterprise migrations using Congregate
• Deploy and configure GitLab in on-premises and major cloud environments using Terraform, Ansible, and the GitLab Environment Toolkit
• Evaluate and communicate scalability, security, and compliance considerations
• Provide DevOps and DevSecOps consulting and best-practice guidance
• Coordinate implementation work across GitLab teams, partners, and customer stakeholders in an asynchronous environment
• Create delivery kits, documentation, training materials, case studies, presentations, and best-practice methodologies
• Mentor Professional Services and partner consultants and lead enablement sessions
• Maintain delivery automation assets with clean, maintainable code and appropriate testing
• Support scoping and Statement of Work creation, monthly release updates, technical vetting, and staffing assessments while maintaining 55% billable utilization
• Work with customer project teams to articulate task-level work requirements

Professional Services Engineer

Billing Specialist

• Own product direction for metering, aggregation, and rating in GitLab's usage billing pipeline
• Manage Zuora and CustomersDot integrations that turn usage into invoiced revenue
• Make onboarding new credit-consuming capabilities repeatable
• Partner with product teams on instrumentation, usage metering, pricing, and launch-day billability across GitLab.com, self-managed, and GitLab Dedicated
• Prioritize pipeline scalability, performance, and reliability against new capability enablement
• Own billing defect detection and remediation before errors reach customer invoices
• Support the Monetization Platform and Infrastructure team by framing problems and prioritizing platform investments against operational risk
• Define and track billing accuracy, pipeline reliability, cost to serve, and time to monetize metrics

Senior Product Manager, Billing Engine – Platforms Monetization

Financial Planning and Analysis

• Lead, coach, and motivate a team of 5-8 Strategic Account Leaders focused on the US Financial Services market
• Deliver software sales, bookings, and revenue results
• Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends
• Develop and own accurate sales forecasts, territory management plans, and growth strategies
• Establish, track, and report key performance metrics and address gaps
• Collaborate with Renewals, Marketing, Sales Operations, and other cross-functional partners on pipeline health, renewals, and deal execution
• Recruit, hire, and onboard sales talent
• Build and maintain a pipeline of potential future hires
• Create a high-performing, inclusive, and positive team culture through coaching and development
• Enable the team on GitLab's product, pricing, AI-powered DevSecOps positioning, and financial-services regulatory factors including SOX, PCI DSS, FFIEC, DORA, third-party risk, and model governance

Regional Sales Director – Financial Services

• Translate GitLab's long-range strategy into financial scenarios, capacity plans, and investment choices informing the annual operating plan
• Own company-wide initiatives such as sales and engineering capacity, hosting costs, and product pricing from problem definition through decision, execution, and handoff
• Build and evolve pricing, packaging, and discounting frameworks using unit economics and market context
• Provide Sales with recommended deal structures, minimum acceptable economics, and clear escalation paths
• Partner with Deal Desk to model non-standard and enterprise deals
• Advise on financial terms and trade-offs for large, multi-year, usage-based, and partner-led agreements
• Design dashboards, budget unlocks, and investment gates that enable operators to act independently
• Work across Finance, Sales, Product, Engineering, and Data on cross-functional problems
• Build analytical and modeling capabilities for executive decisions
• Turn complex models into clear recommendations for the CEO, CFO, and senior leadership
• Use artificial intelligence and automation to reduce manual data preparation and expand team capacity
• Transfer ongoing ownership to the appropriate business-partner team after establishing capable frameworks

Director, Strategic Finance

Solutions Engineer

• Serve as a trusted advisor to GitLab prospects and customers in the ANZ region
• Explain how GitLab's AI-powered DevSecOps platform addresses technical requirements and business objectives across the software development lifecycle
• Guide organisations through digital transformation from planning through monitoring
• Lead technical discovery, demonstrations, validation, solution design, proofs of concept or value, workshops, tenders, audits, and value stream assessments
• Collaborate with Account Executives and regional sales teams across ANZ on account strategies for customer acquisition and expansion
• Build relationships with technical practitioners and business leaders and help them become GitLab advocates
• Advise customers on software development, CI/CD, security, and cloud practices
• Share customer feedback, use cases, and competitive insights with Product Management, Engineering, Sales, and Marketing
• Create reusable technical examples, best-practice guidance, and customer and partner collateral
• Invest in ongoing learning, mentorship, and knowledge sharing

Senior Solutions Architect

Manager

• Manage an assigned portfolio of customer renewals, tracking key dates and driving them to on-time closure
• Conduct consultative customer conversations throughout the renewal cycle
• Identify expansion opportunities, including additional seats, tiers, or modules
• Probe for new use cases and unmet needs within existing accounts
• Prepare and send accurate renewal quotes, order forms, and related documentation
• Analyze renewal situations involving usage trends, contract terms, and pricing
• Escalate unusual issues and help mitigate identified risks
• Explain renewal terms and issues to customers and internal stakeholders
• Collaborate with Sales, Customer Success, and Finance to resolve blockers and keep renewals moving
• Maintain accurate CRM/renewals system records for forecasting and reporting
• Prioritize tasks with guidance from senior team members
• Contribute to team goals with peer Renewal Managers

Associate Renewals Manager

• Own risk identification, analysis, and prioritization across third-party risk, security risk assessments, and security findings using an established risk framework
• Translate technical vulnerabilities, control gaps, and risk findings into clear, quantified risk statements for stakeholders and leadership
• Drive remediation of findings and risk exceptions to closure with Engineering, IT, Product, and Legal; escalate stalled or high-severity items
• Mature and maintain a risk register and quarterly reporting cadence covering open risk, remediation progress, and trends
• Own and mature AI risk management, including AI impact assessments, AI risk assessments, and risk treatments supporting ISO 42001 certification
• Design, develop, and implement key risk indicators and supporting metrics for top risks
• Build automation, scripting, or AI-enabled tooling to eliminate manual risk and TPRM workflow steps
• Contribute to the risk program roadmap, incorporating frameworks, regulatory changes, and assessment lessons learned
• Monitor internal and external risk landscapes and identify and escalate emerging risks
• Partner with Security, Legal, IT, Product, and Engineering to translate technical findings and vendor risk into business-relevant risk statements and treatments
• Report top risks to leadership