Senior Revenue Operations Manager

An overview of this role

As a Senior Revenue Operations Manager at GitLab, you'll own work the whole go-to-market organization relies on: the policies and processes that govern how we sell and book deals, our global forecasting process, and the Chief Revenue Officer (CRO) operating cadence. You'll report to the Senior Manager, Sales Operations, and work closely with sales leadership, other Revenue Strategy & Operations teams, Finance, Deal Desk, Product, and Data.

This is a senior individual contributor role. You'll bring experience running a forecast process day to day and a practical understanding of how a sales organization works. You'll work independently to take a problem from "something looks off in the numbers" to a fix that sticks.

GitLab is all-remote, and most of our work happens in writing. Clear, concise documentation is a big part of this job.

What you’ll do

• Own the policies that define how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria. Write them, get them approved, and make sure the field understands what changed and why.
• Identify process problems before they affect the numbers. Validate and size the problem with data, find the root cause, and drive the fix with the right team, whether that's Revenue Systems, Deal Desk, Enablement, or compensation.
• Partner with Revenue Systems to build policy into system rules, validations, and alerts, reducing manual reviews and after-the-fact corrections.
• Improve forecast methodology by tracking actual results against the forecast, explaining variances, and changing processes that aren't working. Partner with Finance and Revenue Analytics to reconcile the field forecast with the finance outlook.
• Own the weekly forecast readout for the CRO and sales leadership, keeping it short and focused on decisions. Bring the forecasting and policy perspective into annual planning.
• Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups. Measure their impact on pipeline hygiene, data quality, forecast accuracy, and bookings, and change the cadence where it isn't working.
• Work with other Revenue Strategy & Operations teams, Finance, Product, Data, and Enablement to deliver changes from the first draft through field adoption. Keep cadence documentation current so the organization knows what happens when, who owns it, and what's expected.
• Mentor others on the team and improve how we document and run our processes.

What you’ll bring

• Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a business-to-business (B2B) subscription business.
• A practical understanding of how a sales organization runs, including pipeline stages, deal bookings and crediting, bookings and annual recurring revenue (ARR) definitions, and how compensation influences sales representative behavior.
• Strong data and analysis skills. You're highly proficient in Excel or Google Sheets, can build a model from scratch, and check your own numbers before sharing them.
• The ability to work independently, identify what needs to be done, and work with stakeholders to get it done. You involve your manager when you need a decision or hit a blocker.
• Clear, concise writing. You can turn a complex issue into a short document or Slack message that a senior leader will read and act on.
• Comfort working with senior leaders, including taking feedback from a CRO and turning it into a better process or a more useful readout.
• Systems thinking and the ability to learn new tools and domains quickly. You understand how customer relationship management (CRM), quoting, billing, and compensation systems connect, and how a change in one affects the others. How you think matters more to us than which forecasting tool you've used.
• Helpful, but not required: experience rolling out bookings, crediting, or deal policies; forecasting consumption or usage-based revenue; using tools such as Clari and Salesforce reporting; or a consulting, strategy, or structured problem-solving background.

About the team

The Sales Strategy & Operations team sits within Revenue Strategy & Operations at GitLab. We're a small team working closely with Finance, Deal Desk, Revenue Systems, Revenue Analytics, and sales leadership. We work asynchronously first, keep our documents short, and focus on practical solutions that make the field's job easier.