Pipeline Programs Manager
Gitlab
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables 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 to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. About the Role This position is 100% remote and will be based in the United States and Canada. The Pipeline Programs Manager turns GitLab's pipeline targets into programs the field can run. You'll own execution of pipeline generation programs, including sales plays, PipeGen days, and run the hygiene checkpoints that keep pipeline data trustworthy. You'll also help surface the risks and upside behind our pipeline plan working across Sales, Marketing, Field Enablement, Sales Strategy, and RevOps. What You'll Do - Execute global and regional pipeline generation programs, including codified sales plays and PipeGen days, against an established program calendar.
- Coordinate in-quarter program delivery across regions and segments: timelines, owners, communications, and follow-through on action items. - Run weekly, monthly, and quarterly pipeline hygiene checkpoints, and report on adherence and trends with RevOps and Sales Strategy. - Partner with Marketing and Enablement to bring pipeline generation programs to the field with the right messaging, content, and training. - Work with the team on the GTM plan by identifying the drivers, risks, and upside that could move the pipeline numbers, and making them visible to decision-makers. - Give input on the design of sales plays, hygiene standards, and related incentives from what you see during execution. - Track program performance against success measures, and summarize what worked, what didn't, and what to change next time. - Coordinate global outbound program execution with Sales Development and sales leaders, and help bring it to regional and team levels at scale. - Identify process and systems improvements in Salesforce and reporting that increase metric visibility and reduce manual work, and work with RevOps and Systems to land them. What You'll Bring - 5+ Years experience in Sales, Sales Programs, Sales Operations, Revenue Operations, Field or Sales Enablement, or Marketing Operations, with a record of delivering programs on time and with quality. - Experience running cross-functional programs with operational rigor: multiple stakeholders, competing priorities, and clear follow-through. - Comfort working with pipeline data. You can use Salesforce and BI dashboards to spot gaps and explain what they mean. Basic SQL (Snowflake or similar) is a plus. - Understanding of the B2B sales funnel: pipeline creation, conversion, velocity, and hygiene. - Clear communication and presentation skills. You can explain a program or a risk to Sales leaders and to cross-functional partners.
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