Senior Manager - Engagement Manager
An overview of this role
As a Senior Manager of Engagement Management, you'll lead a team of Engagement Managers who drive Professional Services sales and help GitLab customers realize value from our platform. You’ll be accountable for regional services bookings targets across the Americas. You’ll guide your team to align Professional Services offerings with customer outcomes while partnering closely with Sales, Solutions Architecture, and Customer Success. You’ll develop and iterate strategies that accelerate time to value for a broad portfolio of enterprise and commercial customers and ensure accurate, timely forecasting. You’ll also assess team capacity on an ongoing basis to inform hiring needs. You’ll coach team members on the full sales cycle for Professional Services, from pipeline generation and scoping to negotiation and closing. You’ll also create an environment where the team is motivated to improve how we sell and deliver services at scale.
Some examples of our projects:
Leading the Engagement Management team to meet Professional Services bookings goals in the Americas, including building accurate weekly bookings forecasts and aligning with Sales leadership on territory performance
Developing and refining strategies for proactive Professional Services positioning, including SKU-based selling, estimation standards, and sales motions that improve time to value for customers while supporting GitLab’s subscription-based business model
What you'll do
Lead, coach, and develop a high-performing team of Engagement Managers focused on Professional Services consultative selling and aligning services with customer outcomes across the Americas
Own Professional Services bookings goals within your region, including timely, accurate weekly bookings forecasts and clear communication of performance, risks, and opportunities
Drive territory and account coverage strategy by distributing customer opportunities across the team to ensure effective geographic and segment coverage
Partner closely with Sales, Solutions Architecture, and Customer Success leadership to align on account strategies, pipeline health, and services positioning throughout the sales cycle
Provide strategic proposals and recommendations to senior leadership on how to organize and align the Engagement Management team with Sales and Customer Success to accelerate time to value for customers
Coach Engagement Managers on pipeline generation, qualification, discovery, scoping, estimation, statement of work (SOW) creation, negotiation, and closing to support consistent, scalable Professional Services sales motions
Guide and, when needed, directly support high-impact or complex negotiations, applying win-win and give-to-get approaches and taking ownership of resolving escalations and impasses
Build and maintain development and enablement plans so Engagement Managers stay current on GitLab product releases, value selling approaches, and the processes and tools needed to be effective in a subscription-based business model, including on-premises and SaaS solutions
What you'll bring
Background in professional services, customer success, or sales leadership, with experience managing teams that drive services sales and customer outcomes
Experience leading or delivering professional services in a subscription-based business model, including on-premises and SaaS solutions
Experience partnering with Account Executives and cross-functional stakeholders (such as Solutions Architecture and Customer Success) to position professional services, present solutions, and align on implementation approaches during the sales process
Ability to analyze pipeline, bookings, and forecast data to assess performance, inform strategy, and ensure timely and accurate reporting within your area of responsibility
Skill in planning and managing team capacity, balancing opportunity distribution, and coordinating with multiple managers and leaders across regions or segments
Proven experience developing and executing strategies that grow professional services bookings, accelerate time to value, and scale standardized selling motions (for example, SKU-based services vs custom engagements)
Strong communication and coaching skills with the ability to guide team members on discovery, scoping, estimation, proposal and statement of work creation, negotiation, and closing
Ability to work independently and collaboratively in a distributed team, with a continuous improvement mindset and openness to refining processes, tools, and methodologies
About the team
The Engagement Management team sits within the Professional Services function and supports GitLab’s enterprise and commercial customers across the Americas. The team partners with Sales, Solutions Architecture, Customer Success, and Professional Services Delivery to shape and sell services engagements that support adoption of the GitLab platform and align services to each customer’s goals. Working as a distributed, customer-facing team, we collaborate asynchronously across time zones, document our approach in the handbook, and iterate based on feedback and data to continuously improve how we work. Current priorities include strengthening collaboration and alignment with Sales and Customer Success leadership, standardizing estimation and proposal patterns, and scaling a consultative Professional Services sales motion that supports GitLab’s long-term growth.
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
$161,300—$345,600 USD
About the job
Apply for this position
Senior Manager - Engagement Manager
An overview of this role
As a Senior Manager of Engagement Management, you'll lead a team of Engagement Managers who drive Professional Services sales and help GitLab customers realize value from our platform. You’ll be accountable for regional services bookings targets across the Americas. You’ll guide your team to align Professional Services offerings with customer outcomes while partnering closely with Sales, Solutions Architecture, and Customer Success. You’ll develop and iterate strategies that accelerate time to value for a broad portfolio of enterprise and commercial customers and ensure accurate, timely forecasting. You’ll also assess team capacity on an ongoing basis to inform hiring needs. You’ll coach team members on the full sales cycle for Professional Services, from pipeline generation and scoping to negotiation and closing. You’ll also create an environment where the team is motivated to improve how we sell and deliver services at scale.
Some examples of our projects:
Leading the Engagement Management team to meet Professional Services bookings goals in the Americas, including building accurate weekly bookings forecasts and aligning with Sales leadership on territory performance
Developing and refining strategies for proactive Professional Services positioning, including SKU-based selling, estimation standards, and sales motions that improve time to value for customers while supporting GitLab’s subscription-based business model
What you'll do
Lead, coach, and develop a high-performing team of Engagement Managers focused on Professional Services consultative selling and aligning services with customer outcomes across the Americas
Own Professional Services bookings goals within your region, including timely, accurate weekly bookings forecasts and clear communication of performance, risks, and opportunities
Drive territory and account coverage strategy by distributing customer opportunities across the team to ensure effective geographic and segment coverage
Partner closely with Sales, Solutions Architecture, and Customer Success leadership to align on account strategies, pipeline health, and services positioning throughout the sales cycle
Provide strategic proposals and recommendations to senior leadership on how to organize and align the Engagement Management team with Sales and Customer Success to accelerate time to value for customers
Coach Engagement Managers on pipeline generation, qualification, discovery, scoping, estimation, statement of work (SOW) creation, negotiation, and closing to support consistent, scalable Professional Services sales motions
Guide and, when needed, directly support high-impact or complex negotiations, applying win-win and give-to-get approaches and taking ownership of resolving escalations and impasses
Build and maintain development and enablement plans so Engagement Managers stay current on GitLab product releases, value selling approaches, and the processes and tools needed to be effective in a subscription-based business model, including on-premises and SaaS solutions
What you'll bring
Background in professional services, customer success, or sales leadership, with experience managing teams that drive services sales and customer outcomes
Experience leading or delivering professional services in a subscription-based business model, including on-premises and SaaS solutions
Experience partnering with Account Executives and cross-functional stakeholders (such as Solutions Architecture and Customer Success) to position professional services, present solutions, and align on implementation approaches during the sales process
Ability to analyze pipeline, bookings, and forecast data to assess performance, inform strategy, and ensure timely and accurate reporting within your area of responsibility
Skill in planning and managing team capacity, balancing opportunity distribution, and coordinating with multiple managers and leaders across regions or segments
Proven experience developing and executing strategies that grow professional services bookings, accelerate time to value, and scale standardized selling motions (for example, SKU-based services vs custom engagements)
Strong communication and coaching skills with the ability to guide team members on discovery, scoping, estimation, proposal and statement of work creation, negotiation, and closing
Ability to work independently and collaboratively in a distributed team, with a continuous improvement mindset and openness to refining processes, tools, and methodologies
About the team
The Engagement Management team sits within the Professional Services function and supports GitLab’s enterprise and commercial customers across the Americas. The team partners with Sales, Solutions Architecture, Customer Success, and Professional Services Delivery to shape and sell services engagements that support adoption of the GitLab platform and align services to each customer’s goals. Working as a distributed, customer-facing team, we collaborate asynchronously across time zones, document our approach in the handbook, and iterate based on feedback and data to continuously improve how we work. Current priorities include strengthening collaboration and alignment with Sales and Customer Success leadership, standardizing estimation and proposal patterns, and scaling a consultative Professional Services sales motion that supports GitLab’s long-term growth.
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
$161,300—$345,600 USD