Professional Services Engagement Manager

GitLab is the intelligent orchestration platform for DevSecOps. 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. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact.

As an Engagement Manager, Professional Services, you will help drive GitLab's growth by shaping services engagements that create strong partnerships and mutual success with our customers. You will scope outcome-oriented professional services engagements that turn complex DevSecOps and software delivery initiatives into clear, measurable business outcomes. Reporting to the Senior Manager, Engagement Management, you will work at the intersection of technical solutioning and commercial scoping, advancing opportunities within your assigned territory. In this role, you will conduct discovery, build tailored proposals, and partner with account teams to attach services to strategic deals.

• Perform discovery with account teams and customers to understand current capabilities, constraints, and desired business outcomes.
• Design standard and custom services proposals aligned to customer goals, clear success measures, and implementation needs.
• Build and present scoped services engagements and packaged solutions to customers and internal stakeholders to gain alignment and move opportunities forward.
• Guide customers and account teams through services value, commercial terms, agreements, and the quote and order process to support deal closure.
• Coordinate with Professional Services Operations and delivery partners to align staffing, skillsets, language, and time zone coverage for each engagement.
• Address pricing and implementation objections, and identify engagement and delivery risks early to keep opportunities progressing.
• Meet assigned financial targets and maintain an accurate services forecast using Salesforce and Clari.
• Build strong cross-functional relationships, provide responsive support to internal and customer stakeholders, and relay customer trends to improve services offerings and the customer journey.

• Experience with professional services selling processes, including discovery, scoping, proposal development, and the fundamentals of commercial structuring.
• Experience using Salesforce for opportunity management, forecasting, and quoting.
• Experience working in a pre-sales setting and helping develop statements of work for implementation projects.
• A working understanding of the software development lifecycle, DevOps practices, and cloud transformation efforts, with the ability to relate technical solutions to business outcomes.
• Strong communication and stakeholder management skills, with the ability to build strong working relationships with account teams and customer stakeholders.
• Developing facilitation, negotiation, and problem-solving skills, along with the judgment to know when to consult more experienced team members.
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategy, staffing, and execution.
• The ability to work effectively with minimal supervision in a fully remote, asynchronous environment while managing multiple opportunities and maintaining accurate forecasting.

The Professional Services Engagement Management team at GitLab is focused on designing and structuring services engagements that help customers achieve successful, long-term adoption of our intelligent DevSecOps platform. This team works closely with customers and field teams to assess goals, uncover services needs, and translate complex transformation initiatives into clear, outcome-oriented engagement plans. Composed of services, consulting, and delivery professionals across multiple regions, the team operates asynchronously to assist account teams, shape implementation strategies, and help customers move smoothly through their services journey.

The base salary range for this role’s listed level is currently for residents of the United States only. United States Salary Range: $85,200—$144,000 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. GitLab supports full-time employees with benefits including Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.