Senior Manager, Engagement Management

This is a fully remote position, open to applicants in North America.

📋 Description

• Oversee a team of Engagement Managers dedicated to consultative selling within Professional Services.

• Responsible for achieving Professional Services booking objectives within the jurisdiction of the Engagement Management team (EMEA).

• Ensure timely and precise weekly forecasts of bookings for the designated area of responsibility.

• Assist in the equitable distribution of customer opportunities among team members, ensuring coverage by geography or segment.

• Collaborate with fellow managers to discuss and gain consensus on strategic proposals, as well as to execute strategies effectively.

• Present strategic proposals to leadership to organize and align the Engagement Manager team with Sales/CS organizations.

• Stay informed and current on GitLab releases and updates.

• Mentor team members on pipeline generation, opportunity prioritization, SFDC hygiene, discovery, scoping, estimation, SOW creation, negotiation, and closing processes.

• Guide Engagement Managers in negotiating resolutions using win-win and give-to-get strategies. Assume responsibility for resolving negotiations that reach an impasse.

• Collaborate with Sales Leadership within the territory to provide updates on forecasts.

• Develop and maintain a comprehensive development plan to ensure Engagement Managers understand the GitLab product and features, the value selling approach, and current tools/processes necessary for success in their roles.

• Regularly evaluate team capacity to inform hiring strategies.

• Cultivate an environment that encourages team members to contribute to the ongoing enhancement of the Professional Services sales process: proactive services positioning, SKU selling versus custom scoped engagements, scaling the PS selling motion, etc. Ensure these improvements align with the global PS sales strategy.

• Work closely with Professional Services Delivery, Sales, Ecosystems Partners, and Product teams to establish common patterns for estimation and engagement proposal standards.

• Encourage team members to maintain a continuous improvement mindset, including their responsibility to bring ideas or challenges to the practice team for evaluation.

⛳️ Requirements

• Proven experience in managing, leading, and/or delivering professional services or customer success.

• Background in professional services sales.

• Familiarity with subscription-based business models, including delivering both on-premises and SaaS solutions.

• Experience collaborating with Account Executives, presenting solutions, and implementing methodology throughout the sales process.

• Proficiency in utilizing GitLab.

🏝️ Benefits

• Comprehensive benefits to support your health, financial stability, and overall well-being.

• Flexible Paid Time Off.

• Access to Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.