Senior Director - Sales Execution and Operations
As Senior Director of Sales Execution and Operations, you will own the operating rhythm of GitLab’s Sales organization. You’ll be responsible for ensuring flawless execution across forecasting, pipeline management, systems, and analytics—enabling Sales leaders and teams to consistently deliver against ambitious growth targets. This role requires a balance of operational rigor, data-driven insight, and people leadership to create a high-performing sales engine.
What You’ll Do
Run the sales operating cadence – Lead forecasting, pipeline reviews, QBRs, and executive-level business reviews to drive consistent performance management.
Partner with Sales leadership – Act as the trusted operational advisor and right-hand to Sales leaders, ensuring they have the data, processes, and support to achieve targets.
Translate strategy into execution – Operationalize strategic Sales Plays into field-ready programs with enablement, communications, and performance tracking.
Performance analytics – Deliver actionable insights into pipeline health, forecast accuracy, attainment trends, and sales productivity to drive decisions.
Frontline insights delivery – Identify gaps in team or individual performance and recommend tactical action plans.
Cross-functional leadership – Collaborate with Enablement, Marketing, IT, and other functions to drive seamless end-to-end sales execution.
Your Team’s Focus Areas
Sales Ops Business Partnering – Direct support and advisory to Sales leadership.
Field Execution Analytics & Insights – Analysis of performance, trends, and opportunities.
Forecast & Pipeline Management – Excellence in prediction and accountability.
Tactical Sales Play Execution – Field implementation of strategic initiatives.
What You’ll Bring
10+ years of sales operations leadership, with 5+ years leading teams in hypergrowth SaaS.
Proven experience scaling operations in environments with 2x+ revenue growth.
Strong background in analytics, insights, and BI tools such as Tableau
Experience designing scalable operating rhythms and driving process excellence.
Collaborative, cross-functional leadership style with ability to influence at all levels.
Success Metrics
Achievement of quarterly and annual bookings targets across Sales.
Improved forecast accuracy and pipeline quality.
Gains in sales cycle efficiency and win rates.
Field adoption and impact of Sales Plays.
Positive satisfaction scores from Sales leadership on operational partnership.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$183,700—$344,300 USD
About the job
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Senior Director - Sales Execution and Operations
As Senior Director of Sales Execution and Operations, you will own the operating rhythm of GitLab’s Sales organization. You’ll be responsible for ensuring flawless execution across forecasting, pipeline management, systems, and analytics—enabling Sales leaders and teams to consistently deliver against ambitious growth targets. This role requires a balance of operational rigor, data-driven insight, and people leadership to create a high-performing sales engine.
What You’ll Do
Run the sales operating cadence – Lead forecasting, pipeline reviews, QBRs, and executive-level business reviews to drive consistent performance management.
Partner with Sales leadership – Act as the trusted operational advisor and right-hand to Sales leaders, ensuring they have the data, processes, and support to achieve targets.
Translate strategy into execution – Operationalize strategic Sales Plays into field-ready programs with enablement, communications, and performance tracking.
Performance analytics – Deliver actionable insights into pipeline health, forecast accuracy, attainment trends, and sales productivity to drive decisions.
Frontline insights delivery – Identify gaps in team or individual performance and recommend tactical action plans.
Cross-functional leadership – Collaborate with Enablement, Marketing, IT, and other functions to drive seamless end-to-end sales execution.
Your Team’s Focus Areas
Sales Ops Business Partnering – Direct support and advisory to Sales leadership.
Field Execution Analytics & Insights – Analysis of performance, trends, and opportunities.
Forecast & Pipeline Management – Excellence in prediction and accountability.
Tactical Sales Play Execution – Field implementation of strategic initiatives.
What You’ll Bring
10+ years of sales operations leadership, with 5+ years leading teams in hypergrowth SaaS.
Proven experience scaling operations in environments with 2x+ revenue growth.
Strong background in analytics, insights, and BI tools such as Tableau
Experience designing scalable operating rhythms and driving process excellence.
Collaborative, cross-functional leadership style with ability to influence at all levels.
Success Metrics
Achievement of quarterly and annual bookings targets across Sales.
Improved forecast accuracy and pipeline quality.
Gains in sales cycle efficiency and win rates.
Field adoption and impact of Sales Plays.
Positive satisfaction scores from Sales leadership on operational partnership.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$183,700—$344,300 USD