GitLab

Growth Marketing

• Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets.
• Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team.
• Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes.
• Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle.
• Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage.
• Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles.
• Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business.
• Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.

SMB Regional Manager – Growth

Manager

• Own the end-to-end renewal lifecycle for an assigned portfolio of customer contracts, from early engagement through signed agreement.
• Develop and execute account-level renewal strategies that protect recurring revenue and reduce customer churn.
• Prepare renewal proposals, pricing quotes, and contract documentation in line with customer needs and internal guidelines.
• Lead commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines.
• Identify and qualify opportunities to expand footprint through upsell and cross-sell in partnership with Sales and Customer Success.
• Monitor customer health, usage, and satisfaction signals to surface at-risk renewals early and drive mitigation plans.
• Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems to enable clear reporting and planning.
• Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles, align on strategy, and ensure timely, smooth renewals.

Renewals Manager

Backend Engineer

• Develop and iterate backend features and data frameworks that make it safe and efficient to work with data at scale across GitLab.com and self-managed deployments.
• Collaborate with product management, UX, frontend, infrastructure, software delivery, and analytics teams to design and ship high-performing, reliable solutions.
• Review and improve database-related changes from other engineers and external contributors to ensure data integrity, safety, and performance across diverse environments.
• Design, build, and maintain tooling such as SQL traffic replay and background operations frameworks to proactively detect and address scalability and performance issues.
• Research, design, and implement improvements to database performance, scalability, and data health, including areas like soft delete strategies and database migration testing.
• Document database best practices, anti-patterns, and data architecture guidance so developers can make informed, consistent decisions.
• Create proactive tooling and guardrails that help developers detect and remediate potential performance and data issues early in the development lifecycle.

Backend Engineer, Database Excellence – Ruby

Account Executive

• Act as a primary point of contact and the face of GitLab for prospects and customers within the Public Sector in the UK
• Drive GitLab platform adoption across public sector organizations, orchestrating successful partner relationships and direct engagement, ensuring alignment with government digital transformation initiatives.
• Lead GitLab platform enterprise sales across diverse public sector portfolio
• Develop and execute multi-year account strategies using MEDDPICC methodology
• Build C-level relationships across government and private sector institutions
• Drive platform adoption through centers of excellence
• Manage complex procurement processes across government/public sector frameworks
• Create sector-specific value propositions and business cases
• Build and execute strategic territory plan across public sector segments
• Create scalable prospecting and account development strategies
• Implement repeatable sector plays and reference programs
• Manage resource allocation across complex account portfolio
• Drive territory growth through new logo acquisition and expansion
• Develop territory-specific partner ecosystems
• Drive revenue through strategic system integrators
• Develop relationships with regional service providers
• Coordinate with cloud provider partnerships (AWS, Azure, GCP)

Public Sector Strategic Account Executive – Central & Strategic Government

Support Engineer

• Collaborate with public sector organizations and United States government agencies to support, maintain, and resolve complex issues in their GitLab environments using tools like Zendesk, email, merge requests, and video conferencing.
• Troubleshoot customer environments as a hands-on Linux administrator, digging into logs, system performance, and the GitLab codebase to identify and remediate root causes.
• Partner with Product, Development, Infrastructure, Customer Success, and Sales teams to clarify bug reports, shape product improvements, and contribute merge requests that address customer-impacting issues.
• Create and update clear, reusable documentation and support content based on real customer interactions to improve self-service and reduce repeated issues.
• Participate in regular pairing sessions with other Support Engineers and act as a stable counterpart to cross-functional teams to share knowledge and improve support processes.
• Contribute to building and refining internal support tools and workflows, including automation and troubleshooting utilities, to make diagnosing and resolving issues more efficient.
• Participate in weekday and weekend on-call rotations, providing timely emergency support for self-managed customers operating in restricted and compliance-focused environments.
• Support the growth of the team by reviewing applications and assessments, and participating in interviews and hiring decision discussions.

Support Engineer – Government Support

Sales

• Take full ownership of partner-led sales initiatives across your Mediterranean region (Greece, Israel, Turkey, Balkan) territory, creating detailed, strategic plans with partners that align to GitLab pipeline and revenue goals.
• Build, maintain, and grow strong relationships with strategic ecosystem partners, including system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google, to expand GitLab’s reach and influence in the market.
• Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models that drive consistent pipeline creation and revenue generation.
• Proactively engage and coordinate with GitLab Account Executives (AEs), Area Sales Managers (ASMs), and regional sales leaders to integrate partners into the full sales cycle, from opportunity identification through post-sales expansion.
• Analyze and report on partner performance and ecosystem pipeline, providing clear forecasts, insights, and recommendations to internal stakeholders, and contributing to quarterly business reviews and annual planning.
• Identify and support regional-specific demand generation and pipeline-building activities with partners, including co-selling, co-marketing, and cloud-focused motions that accelerate customer adoption of GitLab.
• Coordinate and facilitate the involvement of GitLab team members, including sales leadership, customer success, and support, to ensure partner initiatives meet sales targets and ecosystem objectives.
• Build, document, and continuously improve processes and best practices for working with ecosystem partners so that partner engagements are scalable, repeatable, and aligned across the broader GitLab partner organization.

Ecosystem Sales Manager

• Design and develop features and improvements for GitLab Runner that are secure, well-tested, and high-performance, with a focus on strong architecture in Go services, appropriate for an intermediate-level engineer.
• Partner with the Product Manager and other Senior Engineers to assess the technical feasibility and scope of Runner-related feature requests, contributing your perspective and asking clarifying questions.
• Contribute to architectural decisions that modernize Runner's technology stack, favoring solutions that address root causes over fixes that treat symptoms.
• Take end-to-end ownership of your features from design through implementation, code review, deployment, monitoring, and iterative refinement.
• Collaborate closely with other engineers on the team and within the Runner Organization through code reviews, pairing, and knowledge sharing, both learning from others and helping raise the overall technical bar.
• Work with cross-functional partners, including Support and Product, to help diagnose, troubleshoot, and resolve customer issues related to GitLab Runner and CI Functions, and feed those learnings back into the product.
• Engage with GitLab Runner's vibrant open-source community by triaging bug reports, reviewing community-contributed merge requests, and helping contributors succeed.
• Participate in team rotations including bug triage, community contribution reviews, and support escalation response.

Intermediate Backend Engineer, Runner Core

Recruitment

• Own full-cycle recruiting for Sales roles across multiple segments and regions, from intake and sourcing through offer and close.
• Act as a strategic talent advisor to Sales and cross-functional leaders, using market insights and data to shape hiring plans and decisions.
• Develop and maintain strong partnerships with hiring managers, coaching them on hiring best practices and driving alignment throughout the process.
• Use data to inform decisions, track progress against key recruiting metrics, and iterate on processes to improve quality, speed, and candidate experience.
• Design and execute research-based sourcing strategies for each role, building diverse pipelines through outbound outreach, networks, and tools like LinkedIn Recruiter and SeekOut.
• Champion and embed representative and inclusive recruiting practices in your own searches and support the broader team in doing the same.
• Ensure an excellent, consistent candidate experience at every stage by clearly setting expectations around role details (including location, schedule, and compensation ranges), outlining the interview process and timelines, and communicating clearly and proactively in an all remote, asynchronous environment.
• Collaborate with fellow recruiters and People team partners to build shared resources, playbooks, and assets that elevate the Sales Recruiting function.

Senior Sales Recruiter

• Acquire and manage large strategic prospects and customers throughout the full lifecycle, from initial engagement through long-term growth and renewal.
• Lead account planning and strategy for named strategic accounts, aligning GitLab solutions to each customer’s business and technical needs.
• Conduct prospecting and opportunity development activities within large organizations, including working closely with strategic channel partners to generate qualified leads.
• Coordinate pre- and post-sales activities with Solutions Architecture, Customer Success, and Support to ensure successful rollout and adoption of GitLab.
• Act as the voice of the customer by sharing feedback and contributing product ideas to GitLab’s public issue tracker.
• Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to root cause analysis on wins and losses.
• Communicate lessons learned, market insights, and competitive intelligence to account teams, marketing, and technical stakeholders.
• Utilize a consultative sales approach to discover business issues, develop tailored proposals or presentations, and drive deals to close while managing all account-level activities under minimal supervision.

Strategic Account Executive

Financial Planning and Analysis

• Build, maintain, and enhance Google Sheets-based Marketing P&L models to forecast headcount investments, bookings, revenue, and margin performance, enabling accurate short- and long-range planning.
• Lead quarterly business reviews, monthly forecast cycles, and annual planning for Marketing, delivering clear insights on performance versus plan and actionable recommendations for leadership.
• Partner with Accounting during month-end close to validate accruals, reconcile key variances, and prepare concise variance commentary that explains performance drivers for Marketing leaders.
• Communicate financial performance, risks, and opportunities to FP&A leadership and Marketing managers/directors through clear reports and presentations that support data-driven decisions.
• Manage your workstream with guidance from senior team members as needed, prioritizing deliverables and proactively escalating risks to ensure deadlines for forecasts, close activities, and reporting are consistently met.

FP&A Analyst, Marketing

Payroll

• Support global payroll-impacting projects and drive change management to improve accuracy, efficiency, and team member experience in payroll operations
• Lead payroll testing activities for system implementations, upgrades, process changes, and integrations, documenting results and issues clearly
• Collaborate with People, Benefits, Accounting, and Operations teams to align on requirements, timelines, and deliverables for payroll-related initiatives
• Perform comprehensive reconciliations of historical payroll and accounting records to identify variances, analyze root causes, and define remediation plans
• Maintain and enhance data integrity across payroll systems and related tools by validating inputs, monitoring outputs, and escalating discrepancies as needed
• Provide clear, proactive communication and guidance to partner functions, explaining payroll impacts, trade-offs, and timelines, ensuring questions are resolved and decisions are well-documented
• Support end-to-end payroll processing coverage as needed, including during long-term absences, to ensure continuity of operations and compliance with internal controls

Global Payroll Operations Specialist

IT Support

• Define and drive GitLab's enterprise architecture strategy, setting clear principles and patterns for how internal systems connect, integrate, and scale across platforms like Salesforce, NetSuite, Zuora, Workato, and other core business applications.
• Establish and lead GitLab's Architecture Review Board, engaging early with system owners and project teams to shape technical approaches, guide integration patterns, and ensure architectural decisions align with enterprise standards and business objectives.
• Design and govern integration architectures and data flow patterns, including API-first approaches, point-to-point integrations, and data warehouse and reverse ETL models, in close partnership with Data Governance and other cross-functional stakeholders.
• Co-own internal AI program strategy and delivery with the Director of AI Engineering and CIO, ensuring AI initiatives are architected for scalability, compliance, and measurable business impact across sales, customer success, support, and operations.
• Create and execute a cohesive automation strategy that spans agentic AI, robotic process automation (RPA), and traditional integration technologies, rationalizing existing investments and defining clear decision frameworks for tool selection.
• Lead efforts to reduce shadow IT and software sprawl by implementing software governance processes, partnering with system owners to centralize fragmented solutions, eliminate redundant capabilities, and reduce technical debt and unnecessary spend.
• Ensure enterprise, integration, and AI architectures meet SOX compliance and security requirements, including robust access controls, data governance, and audit-ready integration patterns that balance risk management with business agility.
• Align decentralized system roadmaps with enterprise architecture strategy, systematically identify and address technical debt, and provide hands-on technical leadership and mentorship to Integration, RPA, and AI Engineering teams to elevate architectural thinking and execution.

Senior Director, Enterprise Architecture, AI

Revenue Operations

• Lead discovery and requirements-gathering with Revenue Strategy & Operations (RSO) teams including Sales Operations, Customer Success Operations, Professional Services Operations, Deal Desk, and other go-to-market functions to translate business needs into clear, complete system and process requirements that reduce time from concept to IT intake and minimize scope changes.
• Develop and document detailed business and technical requirements, process flows, and use cases for Salesforce, Zuora CPQ, Ironclad CLM, and related tools to enable scalable, recurring SaaS quote-to-cash workflows and improve the quality and completeness of requirements delivered to IT.
• Act as technical adviser and product owner for RSO projects, developing deep familiarity with Salesforce technical architecture to serve as voice of the customer in solution design and delivery, collaborating with IT to identify, scope, design, and deliver solutions.
• Own end-to-end delivery of revenue systems projects across the RSO organization, from scoping and prioritization through IT handoff, testing, and rollout, ensuring projects are delivered on time, within agreed scope, and aligned to go-to-market priorities.
• Manage internal RSO project and systems work prioritization, partnering with RSO and Sales leadership to align the revenue systems roadmap with strategic organizational goals, go-to-market strategy, and operational metrics, ensuring investments support sales productivity and revenue growth.
• Collaborate with IT program managers, Salesforce administrators, and Business Technology teams to design, validate, and implement changes across Salesforce and connected revenue applications, driving higher system adoption and more efficient seller workflows.
• Manage handbook optimization, process workflow documentation, and Seller Experience Release Digests and surveys to support sales enablement, improving documentation accessibility and seller satisfaction with systems and processes.
• Establish and run recurring system optimization processes with IT partners, analyzing findings and driving implementation of improvements that enhance data quality and reporting accuracy.
• Monitor and communicate the impact of systems and process changes using agreed KPIs to inform continuous improvement and future roadmap decisions.

Revenue Systems & Processes Manager

Accounts Receivable

• Support accurate posting of cash receipts and preparation of related reports to keep customer accounts up to date.
• Prepare and manage weekly purchase order and portal reconciliation reports, including timely submission of invoices in third-party billing portals.
• Triage and respond to Accounts Receivable Zendesk tickets, including W9 and remittance information requests, to provide timely support to internal and external stakeholders.
• Assist the Accounts Receivable team with low to moderate collections activities, including follow-ups and escalation support.
• Use Zuora Billing, Salesforce, Google Workspace, GitLab, and other business tools to complete daily tasks and identify opportunities to streamline workflows.
• Perform additional Accounts Receivable duties as assigned to support month-end activities and continuous improvement of AR processes.

Accounts Receivable Associate

People Operations

• Support and partner closely with four People Group executives (Total Rewards, Talent Acquisition, People Strategy and Engagement, and Diversity, Inclusion and Belonging) while flexing to shifting priorities across their teams.
• Own and proactively manage complex, high-volume calendars across multiple time zones, ensuring time is aligned to strategic priorities and key deliverables.
• Coordinate extensive domestic and non-US travel end to end, including transportation, lodging, visas, and documentation, and accompany executives when needed.
• Plan and execute events such as team off-sites, large meetings, team building activities, and company kick-offs in partnership with cross-functional stakeholders.
• Support the full recruiting lifecycle for the People Group by scheduling interviews, coordinating with candidates and hiring teams, and helping organize onboarding activities.
• Compile and submit timely, accurate expense reports and support related processes such as purchase orders using tools like Google Workspace, Navan, Zoom, and Slack.
• Provide coverage and backup for other Executive Business Administrators, sharing best practices and helping drive consistency across the EBA community.
• Run and lead special projects and ad hoc initiatives for People Group executives, taking ownership from scoping through follow-up while communicating clearly with partners.