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Salary: USD 115,200 - 129,600 / annual
GitLab is seeking a Pipeline Programs Manager to own the execution of pipeline generation programs and ensure pipeline data integrity across the organization. This role sits within the Pipeline Excellence team, which builds the pipeline engine that translates GitLab's growth targets into predictable, repeatable revenue outcomes.
You will execute global and regional pipeline generation programs, including codified sales plays and PipeGen days, against an established program calendar. You'll coordinate in-quarter program delivery across regions and segments, managing timelines, owners, communications, and follow-through on action items. A key responsibility is running weekly, monthly, and quarterly pipeline hygiene checkpoints, reporting on adherence and trends with RevOps and Sales Strategy.
You'll partner with Marketing and Field Enablement to bring pipeline generation programs to the field with appropriate messaging, content, and training. Working with the broader team, you'll identify drivers, risks, and upside that could move pipeline numbers and make them visible to decision-makers. You'll provide input on the design of sales plays, hygiene standards, and related incentives based on execution insights.
Additional responsibilities include tracking program performance against success measures and summarizing what worked, what didn't, and what to change next time. You'll coordinate global outbound program execution with Sales Development and sales leaders, helping scale it to regional and team levels. You'll also identify process and systems improvements in Salesforce and reporting that increase metric visibility and reduce manual work, collaborating with RevOps and Systems teams to implement them.
The Pipeline Excellence team operates with Speed with Quality, holding an Ownership Mindset where every funnel stage has a defined owner and standard. You'll work closely with Sales leadership, Sales Strategy, Marketing, Field Enablement, Sales Development, Finance, and Analytics, scaling the pipeline engine for the agentic era.
Requirements:
- 5+ years of experience in Sales, Sales Programs, Sales Operations, Revenue Operations, Field or Sales Enablement, or Marketing Operations, with a record of delivering programs on time and with quality
- Experience running cross-functional programs with operational rigor: multiple stakeholders, competing priorities, and clear follow-through
- Comfort working with pipeline data; ability to use Salesforce and BI dashboards to spot gaps and explain their meaning; basic SQL (Snowflake or similar) is a plus
- Understanding of the B2B sales funnel: pipeline creation, conversion, velocity, and hygiene
- Clear communication and presentation skills; ability to explain programs or risks to Sales leaders and cross-functional partners
- Ability to influence without authority, earning trust and moving work forward across teams you don't manage
- Good judgment in a fast-moving environment; ability to move quickly, keep quality high, and know when to escalate
- Curiosity about how AI and automation can improve go-to-market execution
- Ownership mindset; ability to carry programs through to outcomes, not just activity
- Experience in a quota-carrying or sales role is a plus
