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Salary: USD 104,800 - 176,400 / annual
GitLab is seeking a Senior Revenue Operations Manager to own critical go-to-market processes and policies that the entire revenue organization depends on. This is a senior individual contributor role reporting to the Senior Manager, Sales Operations, working closely with sales leadership, Revenue Strategy & Operations, Finance, Deal Desk, Product, and Data teams.
You will own the policies and processes governing how deals are booked, credited, and forecasted across the organization. Key responsibilities include:
• Develop and maintain policies defining deal booking, crediting, and forecasting, including bookings rules, opportunity netting, and sales stages with clear exit criteria. Document these policies, secure approvals, and ensure field understanding of changes.
• Proactively identify process problems before they impact financial reporting. Validate issues with data, determine root causes, and drive solutions across Revenue Systems, Deal Desk, Enablement, and Compensation teams.
• Partner with Revenue Systems to translate policies into system rules, validations, and alerts, reducing manual reviews and post-facto corrections.
• Enhance forecast methodology by analyzing actual results against forecasts, explaining variances, and refining processes. Reconcile field forecasts with finance outlooks in partnership with Finance and Revenue Analytics.
• Own the weekly forecast readout for the CRO and sales leadership, keeping communications concise and decision-focused. Contribute forecasting and policy perspectives to annual planning.
• Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups. Measure impact on pipeline hygiene, data quality, forecast accuracy, and bookings; adjust cadence as needed.
• Collaborate across Revenue Strategy & Operations, Finance, Product, Data, and Enablement to implement changes from conception through field adoption. Maintain current cadence documentation.
• Mentor team members and improve process documentation and execution.
GitLab is all-remote with asynchronous-first workflows. Clear, concise written communication is essential.
REQUIREMENTS:
• Experience in Sales Operations, Revenue Operations, management consulting, or similar role, including day-to-day forecast process management in B2B subscription businesses
• Practical understanding of sales organization mechanics: pipeline stages, deal bookings and crediting, bookings and ARR definitions, compensation impact on sales behavior
• Strong data and analysis skills; highly proficient in Excel or Google Sheets; able to build models from scratch and validate numbers independently
• Ability to work independently, identify priorities, and collaborate with stakeholders to drive outcomes; escalates to manager for decisions or blockers
• Clear, concise writing; ability to distill complex issues into short, actionable documents or messages for senior leaders
• Comfort engaging with senior leadership, including CROs; ability to incorporate feedback and improve processes
• Systems thinking and quick learning of new tools and domains; understanding of how CRM, quoting, billing, and compensation systems interconnect and influence each other
• Helpful but not required: experience rolling out bookings, crediting, or deal policies; forecasting consumption or usage-based revenue; tools like Clari and Salesforce reporting; consulting, strategy, or structured problem-solving background
