Director, Pipeline Excellence

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive the comprehensive pipeline growth strategy for GitLab, setting multi-quarter targets across various regions, segments, and routes-to-market (including inbound, outbound, partner, and expansion), alongside capacity planning and program mix decisions.

• Convert overarching revenue and coverage objectives into detailed pipeline targets and capacity plans, collaborating closely with sales, marketing, and finance teams.

• Design, implement, and continuously enhance GitLab's pipeline operating rhythm based on the 13-week Revenue Operating Cadence, which includes pipeline reviews, pipeline councils, sales plays, and executive updates aligned with monthly and quarterly forecasting milestones.

• Take ownership of designing and executing pipeline generation initiatives, which encompass established sales plays and bi-weekly pipeline generation days, ensuring alignment with annual operating plan objectives and coverage requirements.

• Establish and uphold global pipeline operating standards across the sales funnel (from lead to opportunity to closed-won), including qualification criteria, handoffs, service level agreements (SLAs), routing logic, and stage definitions.

• Develop and maintain a transparent pipeline taxonomy (source, type, motion, segment) along with a shared glossary for pipeline metrics to facilitate consistent reporting and informed decision-making.

• Implement pipeline hygiene standards and checkpoints (on a weekly, monthly, and quarterly basis) to enhance data quality, forecast precision, and execution consistency across go-to-market teams.

• Provide pipeline analytics, dashboards, and funnel diagnostics (covering coverage, creation, conversion, velocity, quality, and pipeline at risk), along with actionable recommendations on where to focus investments to meet pipeline and revenue targets.

⛳️ Requirements

• Extensive experience in revenue operations, sales operations, marketing operations, or similar go-to-market strategy roles, with a strong emphasis on pipeline and funnel management in B2B SaaS environments.

• Skilled at navigating and influencing intricate, cross-functional organizations, balancing the demands of sales, marketing, sales development, customer success, finance, and analytics while effectively operating in uncertain conditions.

• Demonstrated director-level leadership capabilities, including experience in managing, mentoring, and developing high-performing operations and analytics teams.

• In-depth knowledge of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion strategies, and an understanding of how pipeline coverage, conversion, velocity, and quality impact revenue results.

• Exceptional analytical and communication skills, with the ability to translate data into clear recommendations and influence senior go-to-market and finance leaders through concise narratives and decision support.

• Experience in designing and executing operating cadences and governance for pipeline performance (including forecasting milestones, pipeline reviews, and hygiene checkpoints) with well-defined owners, inputs, outputs, and decisions.

• Proficient in defining, documenting, and promoting standardized processes and data definitions (such as pipeline taxonomy, stages, SLAs, and hygiene standards) across systems and teams.

• Ability to work independently and asynchronously in a fully remote setting while remaining aligned with shared goals, processes, and priorities across the larger GitLab team.

• Familiarity with customer relationship management (CRM) and business intelligence (BI) tools (such as Salesforce for CRM and Looker or Tableau for BI) to develop dashboards, metrics frameworks, and self-service reporting for pipeline and funnel performance.

🏝️ Benefits

• Benefits designed to support your health, financial well-being, and overall wellness.

• Flexible Paid Time Off policy.

• Access to Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.