# Director, Pipeline Excellence

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $168k – $286k/yr
**Experience:** 8+ years
**Skills:** Revenue Operations, Sales Operations, Pipeline Management, funnel management, Salesforce, Looker, Tableau, Go-to-Market Strategy, Analytics, Forecasting
**Posted:** 2026-07-17

> Lead end-to-end pipeline growth strategy, operating cadence, and performance improvement for GitLab's go-to-market motions. Partner cross-functionally with sales, marketing, finance and analytics to set targets, enforce standards, deliver analytics, and drive revenue outcomes in a remote environment.

## Job Description

## What you’ll do

- Lead GitLab's end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market (inbound, outbound, partner, and expansion), including capacity planning and program mix decisions.
- Translate 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.
- Design, run, and continuously improve 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.
- Own 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.
- Define and enforce global pipeline operating standards across the funnel (lead to opportunity to closed-won), including qualification standards, handoffs, service level agreements (SLAs), routing logic, and stage definitions.
- Build and maintain a clear pipeline taxonomy (source, type, motion, segment) and a shared glossary for pipeline metrics to ensure consistent reporting and decision-making.
- Establish pipeline hygiene standards and checkpoints (weekly, monthly, and quarterly) to improve data quality, forecast accuracy, and execution consistency across go-to-market teams.
- Deliver pipeline analytics, dashboards, and funnel diagnostics (coverage, creation, conversion, velocity, quality, and pipeline at risk), and provide clear recommendations on where to invest to hit pipeline and revenue goals.

## What you’ll bring

- 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) with clear owners, inputs, outputs, and decisions.
- Ability to define, document, and drive adoption of standardized process and data definitions (for example, pipeline taxonomy, stages, service level agreements (SLAs), and hygiene standards) across systems and teams.
- Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and priorities across the broader GitLab team.
- Familiarity with customer relationship management (CRM) and business intelligence (BI) tools (for example, Salesforce for CRM and Looker or Tableau for BI) to build dashboards, metrics frameworks, and self-serve reporting for pipeline and funnel performance.

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