GitLab

Data Analyst

• Partner with Digital Customer Success, Strategy, Marketing, Product, and other Go-To-Market teammates to translate questions about customer health, satisfaction, and engagement into clear analytical requirements.
• Design and build dashboards and reports that provide a single source of truth for case management, digital engagement, adoption, retention, conversion, and customer satisfaction metrics.
• Explore and analyze data from sources such as customer success platforms, GitLab University, Salesforce, marketing automation tools, and web and product analytics to uncover trends, risks, and opportunities to improve customer outcomes.
• Craft well-structured, maintainable visualizations in business intelligence tools that follow internal standards and make it easy for customer-facing teams to monitor performance and take action.
• Partner with operational and data teams to define requirements for customer success and engagement data models, shaping how data is collected, structured, and made available for analysis.
• Analyze one-to-many engagements and digital touchpoints, including webinars, workshops, emails, and in-app messaging, to understand effectiveness and recommend data-driven optimizations.
• Use segmentation, cohort analysis, and experimentation techniques, such as A/B testing, to inform scaled engagement strategies and forecast the impact of digital programs.
• Serve as a subject matter expert in customer success analytics by sharing best practices, documenting logic and methodologies, and providing guidance to help partners and other analysts use data to make better decisions.

Senior Customer Success Analytics Analyst

Technical Customer Success

• Provide technical consultancy and solution guidance to customers through Zoom calls and written communication, helping them solve day-to-day challenges with GitLab.
• Drive measurable customer value and product adoption that supports renewals and expansion, with a focus on the group across APJ.
• Deliver technical, architectural, and best practice guidance for GitLab use cases across source code management, continuous integration and continuous delivery, DevSecOps, and Agile planning.
• Partner closely with Account Executives and Renewals Managers to align technical recommendations to customer objectives and account plans.
• Plan and deliver customer workshops, demos, and enablement sessions to help teams adopt GitLab effectively and confidently.
• Maintain and grow your specialty competency in GitLab capabilities and relevant DevSecOps tooling, staying current on new product features and patterns.
• Contribute to scalable enablement by improving documentation and sharing knowledge through internal and external channels (for example, tutorials or technical content).
• Mentor and support colleagues and customers as they develop technical competency, fostering a culture of continuous learning and growth.
• Manage multiple customer engagements in parallel, prioritizing effectively and communicating status, risks, and next steps to customers and internal stakeholders.

Customer Success Engineer

Account Executive

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region
• Take ownership of and act as the CEO for the book of business in your territory:
• Document the buying criteria & process, next steps & owners
• Build a strong pipeline through a healthy cadence of prospecting activity
• Prospect and close new business to expand your territory
• Ensure adoption of our solutions and do your best to avoid churn and contraction
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers
• Create an accurate forecast for each quarter against your plan/budget
• Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

Commercial Account Executive, Named

Sales Development Rep

• Influence and partner with sales development, sales, marketing, and other stakeholders to drive consistent sales development operations across regions.
• Evaluate, select, implement, and integrate the sales development tool stack, including Salesforce, Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, Drift, and related tools.
• Establish clear workflows, documentation, and operating rhythms that make outbound execution more consistent and scalable.
• Set up regular check-ins with sales development leaders and Customer Success Managers (CSMs) to support adoption, identify gaps, and improve day-to-day execution.
• Design and improve outbound pipeline generation processes, with an emphasis on first-order Sales Accepted Opportunities (SAOs) and clean handoffs.
• Identify process improvement opportunities and iterate on business development representative (BDR) workflows to reduce friction and improve performance.
• Standardize and maintain sales development playbooks, meeting agendas, shared views, and issue templates and boards to improve visibility and accountability.

Manager, Global Sales Development Operations

Product Marketing

• Lead go-to-market strategy and sales enablement for GitLab's pricing and packaging across our product portfolio, creating messaging frameworks, sales plays, and guidance that help sales teams navigate pricing conversations across self-serve, sales-assisted, and enterprise segments.
• Partner with product management, sales leadership, finance, revenue operations, and other Product Marketing Managers to understand pricing and packaging changes, surface friction points from the field, and translate internal decisions into clear customer-facing value stories and internal guidance.
• Develop and own the narrative for GitLab's pricing philosophy and package differentiation, turning pricing structures into simple, compelling messaging that supports customer value discussions and purchasing decisions.
• Lead launch readiness for pricing and packaging updates, including sales training, sales and customer communications, and coordination with website and marketing journey updates so pricing changes are clear, consistent, and easy to adopt.
• Track and analyze pricing performance post-launch using adoption metrics, customer feedback, and sales insights, and turn those findings into actionable recommendations for product, monetization, and finance partners.
• Create and maintain high-impact enablement for pricing conversations, such as pricing playbooks, tier differentiation guides, deal and objection-handling frameworks, competitive pricing narratives, and ROI and total cost of ownership assets.
• Build GitLab's external thought leadership on platform economics, consumption models, and transparent, value-based pricing through content, webinars, and speaking opportunities.
• Lead cross-functional programs to improve how we communicate and operationalize pricing and packaging, and share best practices with other Product Marketing Managers to raise the quality and consistency of commercial messaging.

Lead Product Marketing Manager, Pricing and Packaging

• Define and execute a unified analytics strategy across Marketing and Product, including shared metrics, measurement frameworks, and dashboards that serve as a single source of truth and connect marketing investment to product adoption, usage, and customer outcomes.
• Build clear operating rhythms and ways of working that close historical gaps and help Marketing and Product make consistent, data-informed decisions.
• Partner with Marketing and Product leadership, including the Chief Product & Marketing Officer and other senior stakeholders, to provide actionable insights and executive-ready recommendations that shape go-to-market plans, product launches, roadmap prioritization, and user experience improvements.
• Solve complex analytics problems across both functions, including attribution modeling, lead scoring optimization, campaign and event effectiveness, product adoption and feature usage analysis, and analytics for AI-powered features (including instrumentation, usage, and cost drivers).
• Build and maintain forecasting and scenario modeling frameworks in partnership with Finance, Product, and go-to-market leaders, tying pipeline, recurring revenue, and usage or consumption models to planning and investment decisions.
• Establish and scale an experimentation program across Marketing and Product, setting standards for hypothesis design, test methodology, instrumentation requirements, and clear readouts that translate results into decisions.
• Build strong partnerships with data engineering, engineering, and legal, privacy, and security teams to translate business questions into technical requirements, prioritize telemetry and data model work, and improve reliability, quality, accessibility, and compliance in the analytics stack.
• Hire, mentor, and develop leaders and team members, raising the bar for strategic thinking, stakeholder partnership, and end-to-end ownership across the analytics organization.

Senior Director, Data Analytics

Manager

• Conduct discovery sessions with DoD agencies and Federal Systems Integrators to understand current-state capabilities, mission constraints, and desired business outcomes
• Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and mission objectives
• Structure engagements using outcome-based pricing approaches where appropriate, while maintaining flexibility for staff augmentation and packaged offerings when contracting requirements dictate
• Navigate government contracting vehicles and work effectively through reseller/distributor partnerships and Federal Systems Integrators
• Develop custom-scoped SOWs and staffing plans for complex DoD implementations, engaging with technical architects and delivery leadership to ensure deliverability
• Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the context of federal requirements and compliance frameworks
• Align with division chiefs, and program managers to gain agreement on scope, price, and shared responsibility mode of the services engagement.
• Build trusted advisor relationships with division chiefs, program managers, and technical leaders across DoD and FSI organizations
• Guide customers through commercial terms, procurement processes, and contracting structures appropriate for their acquisition environment
• Manage project- and account-level escalations, ensuring rapid resolution and maintaining customer confidence
• Position consulting, training, success tiers, and additional solutions proactively to ensure successful outcomes and long-term customer retention
• Facilitate solutioning sessions including implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering
• Drive measurable outcomes by structuring services that support customer success metrics, accurately forecasting services bookings, and tracking key performance indicators related to bookings, margin, and attachment to strategic opportunities.
• Own the engagement lifecycle from initial discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery, ensuring engagements are deliverable, clearly defined, and outcome-oriented.
• Influence cross-functional teams by articulating GitLab’s professional services value proposition in the context of federal requirements and compliance frameworks, and by feeding customer insights back into sales, delivery, and practice management.
• Partner with regional sales and engagement leadership to prioritize and manage services opportunities that support critical deals and strategic initiatives, providing clear recommendations on risk management, negotiation strategies, and commercial structures.
• Foster a culture of enablement and continuous improvement by training field teams on how to position and sell professional services in the DoD and FSI context, and by sharing trends, feedback, and suggestions that improve go-to-market content and operational processes.

Senior Professional Services Engagement Manager – FSI

IT Support

• Administer, configure, and maintain the Ironclad contract lifecycle management (CLM) platform, including workflow design, template management, clause libraries, approval chains, and user access controls, following SOX-compliant change management processes.
• Partner with Legal Operations, Sales, Deal Desk, Finance, and Partner Operations to gather requirements, translate them into scalable Ironclad configurations, and communicate updates in an async-first, fully remote environment.
• Design, build, and optimize end-to-end contract workflows, including sales agreements, partner agreements, non-disclosure agreements (NDAs), amendments, renewals, and other contracting processes as business needs evolve.
• Manage and maintain integrations between Ironclad and adjacent Lead-to-Cash systems, including Salesforce, Zuora CPQ, DocuSign, and NetSuite, collaborating with engineering and other system administrators to support data integrity and reliable handoffs.
• Use Ironclad AI capabilities (including AI Assist, AI Playbooks, Smart Import, and clause detection) to improve contract review efficiency, reduce manual effort, and support compliance across the contract lifecycle.
• Build and maintain Ironclad dashboards and reporting to provide visibility into contract status, cycle times, bottlenecks, and compliance metrics for stakeholders and leadership.
• Lead small to medium-sized projects to enhance CLM functionality and user experience, and document configurations, processes, and standards in the GitLab handbook.
• Troubleshoot and resolve Ironclad platform issues of moderate to high complexity, manage vendor escalations and support tickets, and conduct configuration reviews to ensure quality, maintainability, and adherence to internal standards.

IT Administrator

General Counsel

• Negotiate, draft, and review complex commercial and technology agreements, including partnership, services, consulting, marketing, licensing, data privacy, and artificial intelligence related contracts.
• Independently manage strategic and high-priority matters tied to large-value and material transactions, partnering directly with internal stakeholders and external parties.
• Advise Sales and cross-functional GitLab teams on contract structure, risk allocation, and practical negotiation strategies that support business goals while protecting GitLab's interests.
• Perform risk analysis on contractual documents and recommend mitigation options, including escalation paths and alternative terms.
• Benchmark, develop, and maintain contract templates, playbooks, policies, and supporting documentation, incorporating regional legal requirements and feedback from stakeholders.
• Monitor legal and regulatory changes, assess impact on GitLab's contracting practices, and propose clear, actionable updates to templates and processes.
• Create and deliver training for contract managers and Sales team members to improve contracting consistency and day-to-day decision-making.

Legal Counsel

• Develop and execute strategic, multi-year partnership and account plans across your defined territory of Australian Federal Government accounts, aligning GitLab's AI-powered DevSecOps platform with agency modernisation priorities such as CI/CD automation, secure software delivery, and infrastructure modernisation in regulated environments.
• Own your strategic partnerships end-to-end, from initial discovery and relationship-building through solution design, implementation, adoption, and ongoing value creation, using a consultative, mission-focused approach.
• Serve as the primary point of contact and trusted advisor for strategic prospects and customers, building relationships with senior stakeholders (including CIOs and technical leaders) and mapping complex buying groups.
• Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution.
• Collaborate closely with solutions architects and other pre- and post-sales partners to design solutions, run evaluations, and support successful rollouts, adoption, and value realisation.
• Partner with system integrators, resellers, and other channel partners (plus internal engineering, solutions, and customer success teams) to generate qualified opportunities, co-develop secure, compliant solutions for complex government environments, and support account growth.
• Coordinate internal resources across sales, marketing, product, and customer teams to remove blockers, maintain momentum on strategic opportunities, and ensure a high-quality customer experience.
• Stay close to your customers and market to inform your sales strategy, sharing feedback and product ideas through GitLab's public issue tracker and internal channels, helping shape how GitLab serves Australian Federal Government customers over time.

Strategic Account Executive – Federal Government

Security Engineer

• Lead design for security and compliance experiences – Drive end-to-end design for complex security workflows across the software supply chain, including application security scanner, dependency firewall, SBOM, malicious package detection, vulnerability triage, and agentic orchestration. Define both tactical solutions for immediate user problems and strategic patterns that connect to longer-term platform vision.
• Translate technical complexity into clarity – Partner with subject matter experts to transform technical complexity into accessible, value-focused experiences for different user types—from security practitioners to developers who need security integrated seamlessly into their workflow.
• Partner cross-functionally – Coordinate across multiple security product groups to align on cohesive experiences. Work closely with Product Managers and Engineering Managers to shape priorities, scope MVCs, and ensure design intent is maintained through development.
• Elevate craft and quality – Demonstrate excellence in interaction design, visual design, and systems thinking. Raise the quality bar through thoughtful feedback in design reviews and by modeling high standards in your own work.
• Contribute to the design system – Actively contribute to Pajamas by identifying reusable patterns, proposing new components, and ensuring your group’s work extends and adheres to system standards.
• Mentor and support others – Coach Product Designers and Senior Product Designers through pairing, design critiques, and knowledge sharing. Help onboard new team members and contribute to a collective team culture.
• Ground work in research – Conduct usability studies, competitor evaluations, and formative research. Collaborate with UX Research on problem validation and incorporate insights to fulfill user and business needs.

Staff Product Designer, Security & Compliance

AI Engineer

• Define and drive product strategy for GitLab's AI Developer Tools, with a focus on command line interface (CLI) experiences and IDE extensions that fit naturally into developers' daily workflows.
• Partner closely with engineering, design, and cross-functional stakeholders to translate developer needs into clear problem statements, prioritized roadmaps, and shippable increments.
• Own the roadmap and execution for the CLI as a primary deliverable, making tradeoffs that balance developer experience, product quality, and iterative delivery.
• Lead discovery with real software developers (including hands-on testing of workflows) to validate usability, measure impact, and continuously improve end-to-end experiences on the command line and in the IDE.
• Coordinate launches and ongoing iteration for new capabilities, aligning release readiness across product, engineering, and go-to-market partners as needed.
• Stay current on the AI coding assistant landscape and developer tool expectations, using competitive and market insights to inform product decisions without losing focus on GitLab's differentiated platform approach.
• Contribute as a senior individual contributor on the AI Product team, collaborating with a close-knit group of teammates and reporting to the Vice President of Product for AI.

Staff Product Manager, AI Developer Tools

Engineering Manager

• Lead the new Engineering, Architecture and Transformation pillar as part of the ELT, setting a clear vision for horizontal engineering excellence across GitLab.
• Drive the definition, adoption and continual improvement of engineering best practices, partnering with Product, PMO and vertical engineering leaders to raise quality, reliability and delivery consistency.
• Own the "Customer Zero" charter by championing internal use of GitLab, unblocking teams and directly contributing to code when needed to validate workflows and accelerate critical initiatives.
• Define and guide the transition to next-generation, AI-optimized architecture, including the design and rollout of core primitives that enable vertical teams to decouple legacy systems and scale for ultra-scale customers.
• Build and lead the Architecture, Quality and Engineering Excellence team to deliver non-linear productivity gains through AI-assisted development, including tools such as Claude Code and GitLab Duo.
• Establish and manage the Horizontal Engineering team as a flexible, embedded group that joins target teams, gains deep context in their codebases and delivers high-impact features and fixes during US business hours.
• Collaborate across the ELT and senior leaders to identify systemic horizontal challenges, prioritize cross-cutting initiatives and ensure clear technical ownership and accountability for their execution.
• Champion an operationally frugal mindset by aligning AI and architectural decisions with cost of goods sold optimization, while maintaining high availability, service reliability targets and a strong culture of engineering excellence.

VP of Engineering, Architecture, and Transformation

• Advise product and engineering teams on legal issues across the product development lifecycle, flagging risks early and recommending practical paths forward.
• Provide legal support for AI-related product development, including data retention practices, model vendor terms and acceptable use policies, opt-in flows, and customer-facing AI documentation.
• Partner with procurement legal on vendor and product-related agreements, including reviews of AI model vendor contracts, partnership terms, and procurement escalations.
• Support commercial legal with product and intellectual property (IP) guidance during customer negotiations, and help maintain field enablement materials as features evolve.
• Counsel on open source licensing, including assessing license obligations for new dependencies and advising on upstream license changes that affect how GitLab builds and distributes software.
• Draft, maintain, and improve legal templates, internal policies, and playbooks that enable teams to make consistent decisions with clear guidance.
• Review product marketing materials for accuracy, and advise on advertising, trademark, and brand questions to ensure product claims are defensible and aligned with how features work.
• Monitor changes in law and emerging legal risks, especially AI regulation, and propose process improvements that strengthen how GitLab ships and markets products responsibly.

Legal Counsel, Product

Backend Engineer

• Deliver high-level designs and oversee GitLab deployments to customer environments.
• Engage with customers under a Statement of Work, driving high-quality outcomes.
• Plan and execute migrations from source systems to GitLab.
• Provide DevSecOps consulting, including guidance on frameworks like GitLab Flow and DORA best practices.
• Lead and mentor Professional Services and partner consultants by coordinating implementation activities.
• Partner with Professional Services Engagement Managers, customers, and GitLab Professional Services Engineers to scope and create Statements of Work.