Director, Pipeline Excellence

ABOUT THE ROLE As the Director, Pipeline Excellence at GitLab, you will play a critical role in shaping the company's pipeline growth strategy, driving efficiency, and improving forecast accuracy. You will be responsible for leading the end-to-end pipeline growth strategy, translating top-down revenue and coverage goals into bottom-up pipeline targets, and designing and executing pipeline generation programs. WHAT YOU'LL DO As the Director, Pipeline Excellence, your key responsibilities will include: - Leading GitLab's end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market, including capacity planning and program mix decisions. - Translating top-down revenue and coverage goals into bottom-up pipeline targets, capacity plans, and the channel and program mix, in partnership with sales, marketing, and finance. - Designing, running, and continuously improving GitLab's pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence, including pipeline reviews, pipeline council, sales plays, and executive updates aligned to monthly and quarterly forecasting milestones. - Owning the design and execution of pipeline generation programs, including codified sales plays and pipeline generation days every other week, ensuring alignment to annual operating plan targets and coverage needs. - Defining and enforcing global pipeline operating standards across the funnel, including qualification standards, handoffs, service level agreements (SLAs), routing logic, and stage definitions. - Building and maintaining a clear pipeline taxonomy and a shared glossary for pipeline metrics to ensure consistent reporting and decision-making. - Establishing pipeline hygiene standards and checkpoints to improve data quality, forecast accuracy, and execution consistency across go-to-market teams. - Delivering pipeline analytics, dashboards, and funnel diagnostics, and providing clear recommendations on where to invest to hit pipeline and revenue goals. WHAT YOU'LL NEED To succeed in this role, you will need: - Deep experience in revenue operations, sales operations, marketing operations, or related go-to-market strategy and operations roles, with significant ownership of pipeline and funnel management in B2B SaaS. - Ability to navigate and influence complex, cross-functional organizations, balancing the needs of sales, marketing, sales development, customer success, finance, and analytics while operating effectively in ambiguity. - Proven director-level leadership skills, including experience managing, mentoring, and developing high-performing operations and analytics teams. - Strong understanding of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion motions, and how pipeline coverage, conversion, velocity, and quality translate to revenue outcomes. - Excellent analytical and communication skills, including comfort turning data into clear recommendations and influencing senior go-to-market and finance leaders through concise narratives and decision support. - Experience designing and running operating cadences and governance for pipeline performance, including forecasting milestones, pipeline reviews, and hygiene checkpoints. - Ability to define, document, and drive adoption of standardized process and data definitions across systems and teams. WHY REMOTE As a remote employee at GitLab, you will have the flexibility to work from anywhere while staying connected to a global community of innovators and problem-solvers. You will be part of a company that values collaboration, continuous knowledge exchange, and employee growth. BENEFITS - Competitive salary -