Senior Director, Revenue Analytics

Responsibilities

• Lead and develop the Revenue Analytics team, setting analytics standards and building scalable capabilities to support GitLab's growth.
• Support AI self-service initiatives within the field through certified datasets, semantic layers, and metric definitions.
• Lead a team delivering insights through AI tooling, solutions, and legacy business intelligence systems.
• Own the analytics roadmap across sales, customer success, and professional services to improve sales productivity, retention, services utilization, and revenue performance.
• Develop and support forecasting, pipeline, capacity, and predictive models to improve forecast accuracy, conversion, velocity, resource allocation, and revenue planning.
• Build customer lifecycle analytics for onboarding, product adoption, engagement, churn risk, expansion, NRR, and GRR.
• Provide strategic leadership on metrics, insights, and data needed to support migration to a consumption-based business model.
• Create recurring executive artifacts, integrated reporting, attribution models, and strategic analyses connecting acquisition, post-sale, and services performance.
• Partner with Revenue Operations, Marketing, Finance, Product, Professional Services, and Enterprise Data & Analytics to turn business questions into recommendations.
• Establish data governance and reporting frameworks that improve data quality and provide reliable insights for executive, board, and external reporting.

Requirements

• Experience leading analytics teams and developing team members in sales, customer, revenue operations, business intelligence, or consulting environments.
• Knowledge of business-to-business software-as-a-service models, sales processes, and revenue metrics across the customer lifecycle.
• Experience with consumption-based metrics and business models.
• Ability to develop strategic analytics roadmaps, translate complex data into clear insights, and influence executive-level decisions.
• Experience with customer success analytics, including health scoring, churn prediction, NRR and GRR analysis, segmentation, and expansion analytics.
• Experience with sales and professional services analytics, including forecasting, revenue planning, utilization, project profitability, and services-led growth metrics.
• Ability to work with large, complex datasets to develop analytical frameworks for resource allocation, capacity planning, and customer outcomes.
• Advanced proficiency with AI tools, business intelligence tools, SQL, data modeling, statistical analysis, and predictive modeling for customer analytics.

Nice-to-haves

• Familiarity with customer data platforms, product analytics tools such as Gainsight or Pendo, services management systems, and other business intelligence platforms.

Compensation and Benefits

• Base salary range: $203,200–$345,600 USD for residents of the United States.
• The base salary range excludes bonuses, equity, and benefits.
• Sales roles may be eligible for incentive pay targeted at up to 100% of offered base salary.
• Benefits include flexible paid time off, team member resource groups, equity compensation and employee stock purchase plan, growth and development fund, and parental leave.