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Director, Pipeline Excellence

3 weeks, 2 days ago
United States
Full-time
Executive
Sales Operations
Sales and Business Development
CRM Looker Microservices Salesforce Tableau
Apply Now
GitLab

GitLab

GitLab: The comprehensive DevOps platform revolutionizing software development with automation, AI workflows, and essential tools for efficient collaboration.

Internet Software & Services
1K-5K
Founded 2014
View All Jobs 69

Description

  • Lead end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes to market.
  • Translate revenue and coverage goals into bottom-up pipeline targets, capacity plans, and channel and program mix decisions.
  • Design, run, and continuously improve the pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence.
  • Own the design and execution of pipeline generation programs, including sales plays and biweekly pipeline generation days.
  • Define and enforce global pipeline operating standards across the funnel, including qualification, handoffs, SLAs, routing logic, and stage definitions.
  • Build and maintain a clear pipeline taxonomy and shared glossary for pipeline metrics.
  • Establish pipeline hygiene standards and checkpoints to improve data quality, forecast accuracy, and execution consistency.
  • Deliver pipeline analytics, dashboards, and funnel diagnostics, along with recommendations on where to invest to hit goals.
  • Partner with sales, marketing, sales development, customer success, finance, and analytics to align targets and improve funnel performance.
  • Manage, mentor, and develop operations and analytics team members.

Requirements

  • Deep experience in revenue operations, sales operations, marketing operations, or related go-to-market strategy and operations roles.
  • Significant ownership of pipeline and funnel management in B2B SaaS.
  • Experience influencing complex, cross-functional organizations and operating effectively in ambiguity.
  • Director-level leadership experience managing, mentoring, and developing high-performing operations and analytics teams.
  • Strong understanding of go-to-market funnels across inbound, outbound, partner, and expansion motions.
  • Excellent analytical and communication skills with the ability to turn data into recommendations for senior leaders.
  • Experience designing and running operating cadences and governance for pipeline performance.
  • Ability to define, document, and drive adoption of standardized process and data definitions across systems and teams.
  • Capacity to work autonomously and asynchronously in a fully remote environment.
  • Familiarity with CRM and BI tools such as Salesforce, Looker, or Tableau.
  • Experience in pipeline and funnel management within a B2B SaaS company is preferred.

Benefits

  • Base salary range of $168,000 to $285,600 USD for the listed level in the United States.
  • Sales roles are eligible for incentive pay targeted at up to 100% of base salary.
  • Benefits to support health, finances, and well-being.
  • Flexible Paid Time Off.
  • Equity compensation and an Employee Stock Purchase Plan.
  • Growth and Development Fund.
  • Parental leave.
  • Fully remote work with global hiring flexibility, subject to location-based eligibility requirements for some roles.

Interested in this position?

Apply directly on the company website

Apply Now

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