GitLab
Director, Pipeline Excellence
Remote, United States · Director · Full-time
Sponsorship not specified$168k-$286kDetected 4 days ago
GitData VisualizationSalesforceCRMSalesOutbound SalesForecastingRecruitingIntellectual PropertyCustomer SuccessCadenceLeadershipCommunicationMentoring
About the role
- GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation.
- More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
- GitLab is where careers accelerate, innovation flourishes, and every voice is valued.
Responsibilities
- Lead GitLab's end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market (inbound, outbound, partner, and expansion), including capacity planning and program mix decisions.
- Design, run, and continuously improve GitLab's pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence, including pipeline reviews, pipeline council, sales plays, and executive updates aligned to monthly and quarterly forecasting milestones.
- Define and enforce global pipeline operating standards across the funnel (lead to opportunity to closed-won), including qualification standards, handoffs, service level agreements (SLAs), routing logic, and stage definitions.
- Build and maintain a clear pipeline taxonomy (source, type, motion, segment) and a shared glossary for pipeline metrics to ensure consistent reporting and decision-making.
- Proven director-level leadership skills, including experience managing, mentoring, and developing high-performing operations and analytics teams.
- Excellent analytical and communication skills, including comfort turning data into clear recommendations and influencing senior go-to-market and finance leaders through concise narratives and decision support.
Compensation
- Own the design and execution of pipeline generation programs, including codified sales plays and pipeline generation days every other week, ensuring alignment to annual operating plan targets and coverage needs.
Benefits
- Translate top-down revenue and coverage goals into bottom-up pipeline targets, capacity plans, and the channel and program mix, in partnership with sales, marketing, and finance.
- Strong understanding of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion motions, and how pipeline coverage, conversion, velocity, and quality translate to revenue outcomes.
Company info
- Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
Equal opportunity
- equal opportunity workplace and is an affirmative action employer.
- See also GitLab's EEO Policy and EEO is the Law.
- If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
Visa & Work Authorization
- sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family med
This listing is sourced directly from GitLab's careers page and normalized into a canonical job model.