An overview of this role

As a Senior Product Marketing Manager, Application Security, you will work closely with our marketing, product management, engineering, and sales teams to drive revenue growth for GitLab’s security portfolio. You’ll be a key contributor on our Product Marketing Team and drive the product messaging and pitch, the revenue plays, the proof points and the go-to-market plan for this critical segment of the GitLab platform. You’ll act as a subject matter expert on all things Application Security, including Software Supply Chain Security, Security Risk Management, and Compliance, working closely with our Platform PMMs and subject matter experts.

What You’ll Do 

• Deliver the Pitch: Messaging, Positioning & Content 

• Develop compelling Compliance messaging and differentiation to position GitLab as the leading DevSecOps platform in the market

• Craft persona-specific messaging for key target audiences, including buyer, influencer and user personas, specifically targeting security, compliance and engineering leaders

• Build compelling product pitches and thought leadership narratives that tell our story through various forms of communication (blogs, whitepapers, videos, presentations, etc)

• Conduct research on customer pain points, market trends and competitive alternatives to inform our point of view

• Coach the Play: Demand gen and revenue plays

• Partner with our field and digital marketing teams to build impactful demand gen campaigns and revenue plays

• Create and deliver sales enablement materials, playbooks, FAQs, and objection-handling guides.

• Serve as liaison between field, BDRs and Marketing to identify gaps and roadblocks converting pipeline to revenue

• Own the Proof: Voice of the customer & voice of the industry

• Serve as the voice of the customer, understand their pain points and align them with GitLab’s solutions.

• Distill win-wires and customer success into repeatable sales motions to help scale the business

• Educate industry analysts (aka voice of the industry) on our value and differentiation on an ongoing basis; capture analyst sentiment and proof points to demonstrate market leadership

• Partner with our Business Value team to build total cost of ownership and business value calculations

• Drive the Plan: Go-to-Market Strategy

• Develop customer segmentation, buyer personas and target audiences using a data-driven approach

• Define route-to-market and monetization strategy for free to paid, Premium, Ultimate, Self-managed, SaaS and Dedicated platform offerings, and build effective price and packaging collateral

• Own and drive the launch plan for upcoming compliance features that’ll have a meaningful bookings impact; support annual platform launches, such as GitLab 17.

What You’ll Bring

• 5+ years of Product Marketing experience, preferably in B2B SaaS in the Application Security, Software Supply Chain, Compliance, or related domains.

• Proven track record of developing and executing go-to-market strategies for technical products with technical buyer and user personas 

• Strong ability to simplify complex technical concepts into messaging that resonates with both technical and business audiences.

• Experience working with key personas such as Security professionals and Developers.

• Exceptional written and verbal communication skills, with experience creating high-impact sales enablement materials.

• Familiarity with SAST, SCA/Secret Detection, DAST technologies, compliance frameworks (e.g., SOC 2, ISO 27001, HIPAA, PCI, SLSA), and their role in DevSecOps strongly preferred.

• Collaborative mindset with experience working in cross-functional teams.

• Self-starter comfortable working in a fast-paced, all-remote environment.

Remote-US

The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.

California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range

$110,900—$237,600 USD