Director, Infrastructure – Software Delivery & Enablement
GitLab
Kubernetes
Director, Revenue Analytics
GitLab
full-time
Posted on:
Location Type: Remote
Location: Remote • 🏈 Anywhere in North America
Visit company websiteJob Level
Lead
About the role
- Lead and develop a team of sales and customer analytics professionals, fostering a culture of analytical rigor, innovation, and continuous improvement
- Build specialized analytics capabilities across the revenue lifecycle: new business, expansion, retention, and services
- Establish analytics best practices and mentor team members on advanced analytical techniques
- Own the strategic analytics roadmap for Sales, Customer Success, and Professional Services, identifying opportunities to leverage data and insights for competitive advantage
- Partner directly with C-level and VP-level executives to inform strategic decisions through data-driven insights and recommendations
- Identify and champion strategic initiatives that improve sales productivity, customer retention, services utilization, and overall revenue performance
- Design and oversee enterprise-level sales forecasting models and processes, ensuring accuracy and reliability for board-level and external public reporting
- Develop analytics frameworks to optimize pipeline generation, conversion, and velocity across all sales segments
- Build predictive models for lead scoring, opportunity win probability, and deal forecasting
- Analyze sales capacity, productivity, and territory effectiveness to inform resource allocation
- Design customer health scoring and predictive models to identify churn risk, expansion opportunity, and at-risk renewals; develop NRR/GRR analytics with cohort-based analysis and forecasting
- Build comprehensive customer lifecycle analytics frameworks tracking onboarding velocity, time-to-value, product adoption, feature usage, engagement patterns, and expansion/upsell opportunities
- Create customer segmentation and resource optimization models to optimize CSM coverage, capacity planning, and productivity metrics including customer-to-CSM ratios and outcome correlation
- Partner with Customer Success leadership on strategic planning, capacity modeling, team performance optimization, and data-driven playbook development
- Develop utilization, profitability, and margin analytics for services delivery teams; build project performance dashboards tracking scope, timeline, budget, customer satisfaction, and resource allocation optimization
- Analyze services attach rates, monetization strategies, and revenue impact across customer segments; track correlation between services engagement and customer outcomes (adoption, retention, expansion)
- Create capacity planning and resource allocation models for consultants, solution architects, and implementation specialists to optimize skills matching and delivery efficiency
- Partner with Professional Services leadership on portfolio strategy, pricing optimization, go-to-market approach, and services-led growth initiatives
- Drive the development of executive dashboards and reporting frameworks that provide end-to-end visibility into the customer journey from acquisition through retention
- Lead cross-functional initiatives with Revenue Operations, Marketing, Product, and Finance to optimize the entire customer lifecycle
- Create integrated reporting that connects pre-sale, post-sale, and services metrics into unified customer views
- Build attribution models to understand the impact of different touchpoints on customer outcomes
- Partner with the Enterprise Data & Data Governance teams to establish analytics standards, best practices, and governance frameworks to ensure data quality and consistency
- Present complex analytical findings to executive audiences with clarity and actionable recommendations
- Translate business questions into analytical frameworks and deliver insights that drive strategic decisions
- Build scalable analytics capabilities and infrastructure to support GitLab's growth trajectory
- Author strategic analyses for board presentations and investor communications.
Requirements
- 8+ years of experience in sales analytics, customer analytics, revenue operations, business intelligence, or management consulting, with at least 3 years in a leadership role
- Proven track record of building and managing high-performing analytics teams in a fast-paced, high-growth environment
- Deep expertise in B2B SaaS business models, sales processes, and revenue metrics
- Experience with Customer Success analytics including health scoring, churn prediction, NRR/GRR analysis, and expansion analytics
- Experience with Professional Services analytics including utilization tracking, project profitability, and services-led growth metrics
- Understanding of the complete customer lifecycle from acquisition through retention and expansion
- Demonstrated ability to translate complex data into strategic insights and influence executive-level decision-making.
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
- Home office support
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales analyticscustomer analyticsrevenue operationsbusiness intelligencepredictive modelinganalytics frameworkssales forecastingcustomer health scoringcapacity planningdata-driven insights
Soft skills
leadershipmentoringstrategic thinkinganalytical rigorcommunicationcollaborationinfluencingproblem-solvinginnovationcontinuous improvement
