Senior Revenue Operations Manager

GitLab is the intelligent orchestration platform for DevSecOps, enabling 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. The company is all-remote and embraces AI as a core productivity multiplier.

As a Senior Revenue Operations Manager at GitLab, you'll own the policies and processes that govern how we sell and book deals, our global forecasting process, and the Chief Revenue Officer (CRO) operating cadence. You'll report to the Senior Manager, Sales Operations, and work closely with sales leadership, other Revenue Strategy & Operations teams, Finance, Deal Desk, Product, and Data. This is a senior individual contributor role.

• Own the policies that define how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria.
• Identify process problems before they affect the numbers; validate and size the problem with data, find the root cause, and drive the fix with the right team.
• Partner with Revenue Systems to build policy into system rules, validations, and alerts.
• Improve forecast methodology by tracking actual results against the forecast, explaining variances, and changing processes that aren't working.
• Partner with Finance and Revenue Analytics to reconcile the field forecast with the finance outlook.
• Own the weekly forecast readout for the CRO and sales leadership.
• Bring the forecasting and policy perspective into annual planning.
• Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups.
• Work with other Revenue Strategy & Operations teams, Finance, Product, Data, and Enablement to deliver changes from first draft through field adoption.
• Keep cadence documentation current and mentor others on the team.

• Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a B2B subscription business.
• A practical understanding of how a sales organization runs, including pipeline stages, deal bookings and crediting, bookings and ARR definitions, and how compensation influences sales representative behavior.
• Strong data and analysis skills; highly proficient in Excel or Google Sheets.
• Ability to work independently and with stakeholders.
• Clear, concise writing.
• Comfort working with senior leaders.
• Systems thinking and the ability to learn new tools and domains quickly.

Helpful, but not required: experience rolling out bookings, crediting, or deal policies; forecasting consumption or usage-based revenue; using tools such as Clari and Salesforce reporting; or a consulting, strategy, or structured problem-solving background.

The base salary range for this role's listed level is currently for residents of the United States only: $104,800—$176,400 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. GitLab offers benefits to support your health, finances, and well-being, including Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.

Apply through the provided Greenhouse link. GitLab welcomes interest from candidates with varying levels of experience; if you're excited about this role, please apply.