Director, Pipeline Excellence at GitLab (United States)

GitLab

5 days ago

Director, Pipeline Excellence

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 12 hours agoStatus: Live

Job Summary

Own end-to-end pipeline excellence for go-to-market motions by building a predictable, efficient, scalable pipeline engine. Lead multi-quarter pipeline growth strategy, operating cadence, and performance improvement across inbound, outbound, partner, and expansion. Establish pipeline definitions, hygiene standards, governance, and taxonomy, and deliver pipeline analytics, dashboards, and recommendations to improve coverage, conversion, velocity, forecast accuracy, and execution quality.

Location: United States

Workplace: Remote

Employment Type: Full time

Job Function: Executive & General Management

Seniority: Director level

Key Responsibilities

•Lead end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market, including capacity planning and program mix decisions.
•Translate top-down revenue and coverage goals into bottom-up pipeline targets, capacity plans, and channel/program mix in partnership with sales, marketing, and finance.
•Design, run, and continuously improve the pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence, including pipeline reviews, pipeline council, and executive updates.
•Own the design and execution of pipeline generation programs, including codified sales plays and recurring pipeline generation days aligned to annual operating plan targets.
•Define and enforce global pipeline operating standards and pipeline hygiene across the funnel, and deliver pipeline analytics and dashboards to recommend where to invest to hit pipeline and revenue goals.

Pay and Benefits

Salary: USD 168,000 - 285,600 annually

Equity and Bonus:Equity

Perks:EquityPaid LeaveLearning BudgetParental Leave

Key Requirements

•Deep experience in revenue operations, sales operations, marketing operations, or related go-to-market strategy/operations roles with pipeline and funnel management in B2B SaaS.
•Proven director-level leadership skills, including managing, mentoring, and developing high-performing operations and analytics teams.
•Strong understanding of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion motions and how pipeline coverage and conversion drive revenue outcomes.
•Ability to design and run operating cadences and governance for pipeline performance, including forecasting milestones, pipeline reviews, and hygiene checkpoints.
•Familiarity with CRM and BI tools (e.g., Salesforce, Looker, Tableau) to build dashboards, metrics frameworks, and self-serve reporting for pipeline and funnel performance.

Experience:B2B SaaSRevenue operationsSales operationsMarketing operationsGo-to-market

Skills:LeadershipMentoringAnalytical thinkingCommunicationStakeholder influence

Languages:English

Tech Stack:SalesforceLookerTableau

Company Brief

GitLab

Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.

Industry: Developer Tools

Company Size: Enterprise (1,001+ employees)

Revenue: USD 250M to 500M

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: San Francisco, United States

Founded: 2011

Website LinkedIn

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GitLab

5 days ago

Director, Pipeline Excellence

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 12 hours agoStatus: Live

Job Summary

Location: United States

Workplace: Remote

Employment Type: Full time

Job Function: Executive & General Management

Seniority: Director level

Key Responsibilities

•Lead end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market, including capacity planning and program mix decisions.
•Translate top-down revenue and coverage goals into bottom-up pipeline targets, capacity plans, and channel/program mix in partnership with sales, marketing, and finance.
•Design, run, and continuously improve the pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence, including pipeline reviews, pipeline council, and executive updates.
•Own the design and execution of pipeline generation programs, including codified sales plays and recurring pipeline generation days aligned to annual operating plan targets.
•Define and enforce global pipeline operating standards and pipeline hygiene across the funnel, and deliver pipeline analytics and dashboards to recommend where to invest to hit pipeline and revenue goals.

Pay and Benefits

Salary: USD 168,000 - 285,600 annually

Equity and Bonus:Equity

Perks:EquityPaid LeaveLearning BudgetParental Leave

Key Requirements

•Deep experience in revenue operations, sales operations, marketing operations, or related go-to-market strategy/operations roles with pipeline and funnel management in B2B SaaS.
•Proven director-level leadership skills, including managing, mentoring, and developing high-performing operations and analytics teams.
•Strong understanding of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion motions and how pipeline coverage and conversion drive revenue outcomes.
•Ability to design and run operating cadences and governance for pipeline performance, including forecasting milestones, pipeline reviews, and hygiene checkpoints.
•Familiarity with CRM and BI tools (e.g., Salesforce, Looker, Tableau) to build dashboards, metrics frameworks, and self-serve reporting for pipeline and funnel performance.

Experience:B2B SaaSRevenue operationsSales operationsMarketing operationsGo-to-market

Skills:LeadershipMentoringAnalytical thinkingCommunicationStakeholder influence

Languages:English

Tech Stack:SalesforceLookerTableau

Company Brief

GitLab

Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.

Industry: Developer Tools

Company Size: Enterprise (1,001+ employees)

Revenue: USD 250M to 500M

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: San Francisco, United States

Founded: 2011

Website LinkedIn