Opportunity at
GitLabSenior Revenue Operations Manager
GitLab is hiring a Senior Revenue Operations Manager to own the policies, procedures and forecasting processes that every part of the GTM machine depends on, along…
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About This Role
GitLab is hiring a Senior Revenue Operations Manager to own the policies, procedures and forecasting processes that every part of the GTM machine depends on, along with the operating rhythm of the Chief Revenue Officer. The person's manager is the Senior Manager of Sales Operations, and the role collaborates with Data, Product, Deal Desk and Finance, along with sales leadership and sibling Revenue Strategy and Operations teams. The post sits…
Job Description
GitLab is hiring a Senior Revenue Operations Manager to own the policies, procedures and forecasting processes that every part of the GTM machine depends on, along with the operating rhythm of the Chief Revenue Officer. The person's manager is the Senior Manager of Sales Operations, and the role collaborates with Data, Product, Deal Desk and Finance, along with sales leadership and sibling Revenue Strategy and Operations teams. The post sits at senior IC level inside a fully remote company where writing carries most of the workload.
Accountabilities include writing and gaining approval for rules that govern deal bookings, crediting, opportunity netting, sales-stage definitions and exit criteria, then making the changes and their rationale clear to the field. The role finds process failures before they distort the numbers, measures their size with data, traces causes and coordinates corrections with the teams that run Enablement, compensation, Deal Desk and Revenue Systems. It turns policy into system checks, validation logic and notifications to cut manual cleanup, sharpens forecasting by comparing actual outcomes with predictions and explaining gaps, and reconciles the field forecast against the finance outlook with Finance and Revenue Analytics.
The manager prepares a concise weekly forecast briefing for the CRO and sales leaders, runs recurring CRO-level meetings each week, month and quarter, keeps cadence documentation current, contributes to annual planning, and helps colleagues document and run their processes.
Responsibilities
- Write, obtain approval for, and communicate policies on bookings, crediting, opportunity netting, sales stages and exit criteria
- Catch process failures early, quantify them, find root causes and coordinate fixes across teams
- Turn policy into system checks, validation logic and notifications, working with Revenue Systems
- Strengthen forecast methods by comparing results with forecasts and explaining variances
- Reconcile field forecasts with the finance outlook alongside Finance and Revenue Analytics
- Prepare the weekly forecast briefing that goes to the CRO and sales managers
- Run the CRO organization's recurring weekly, monthly and quarterly meetings and follow-ups
- Keep cadence documentation current and improve how processes are written and run
Requirements
- Background in revenue or sales operations, or in consulting, and experience managing a daily forecast in B2B subscription firms
- Working understanding of sales organizations: pipeline stages, bookings, crediting, ARR definitions and how compensation drives rep behavior
- Strong analytics skills and fluency in spreadsheets such as Excel or Google Sheets, able to build models from scratch and verify figures before sharing
- Works independently, escalating to the manager when a decision or obstacle requires it
- Crisp writing that senior leaders act on
- At ease with senior executives, turning CRO feedback into stronger processes
- Systems thinker who picks up tools and domains quickly, understanding how the CRM, quote, invoicing and pay systems fit together
Qualifications
- Past involvement introducing bookings, crediting or deal rules (helpful)
- Projecting consumption-led or metered revenue (helpful)
- Work with Clari or Salesforce reporting (helpful)
- Background in consulting or structured problem-solving (helpful)
Core Skills
Benefits
- Flexible time-off policy
- Employee resource groups
- Equity awards and an employee share purchase plan
- Fund supporting professional growth
- Leave for new parents
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Does the role manage people?
No. It is a senior IC role.
Who does the role report to?
The Senior Manager of Sales Operations.
What is the US base salary range?
$104,800 to $176,400 USD for US residents at this level.
Which forecasting tool is required?
None is named as required. The posting values how you think over which forecasting tool you have used; Clari is listed as helpful.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.