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 Salesforce.com

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

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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