GitLab

• Lead the positioning, narrative, and go-to-market strategy.
• Drive new SKU development and monetization strategies for DevOps capabilities.
• Build and continuously refine compelling positioning and messaging.

• Be the expert on the users within your allocated area of coverage.
• Collaborate with GitLab designers, product managers and engineers on a wide array of research projects.
• Conduct all stages of UX research: identifying, planning, driving, conducting, analyzing, and reporting out insights.

• Lead and develop a high-performing GitLab SaaS Production Engineering team.
• Drive the unification of platforms, tooling, and processes.
• Collaborate with teams to define, prioritize, and manage the team roadmap.

• Be the expert on the users within your allocated area of coverage: know how they use the GitLab, their pain points, their workflows, etc.
• Collaborate with GitLab designers, product managers and engineers on a wide array of research projects.
• Conduct all stages of UX research: identifying, planning, driving, conducting, analyzing, and reporting out insights.

• Drive partner-sourced Scale pipeline generation through scalable partner programs.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders.
• Execute repeatable partner-led Scale campaigns aligned to regional territories.

• Take full ownership of enablement programs, creating strategic program plans that align to go-to-market and revenue goals.
• Orchestrate cross-functional initiatives from concept through launch, partnering with various teams to ensure offerings are ready for field audiences.
• Design, develop, and curate enablement content and assets that address prioritized content gaps across pre- and post-sales motions.

• Design, build, and maintain executive-ready dashboards, reports, and data visualizations.
• Execute complex data queries across multiple sources to combine enablement activity data with sales performance data.
• Analyze enablement, content, and program data to identify trends, risks, and opportunities, translating findings into clear, actionable recommendations.

• Take full ownership of partner-led sales initiatives across your AMER territory.
• Build and grow strong relationships with strategic ecosystem partners.
• Design and execute comprehensive joint business plans with partners.

• Design and implement highly scalable infrastructure for GitLab.com to support current and future growth.
• Collaborate with cross-functional teams across the Infrastructure organization to plan and deliver projects that shape GitLab’s platform direction.
• Operate and improve edge services and Kubernetes workloads, acting as a subject matter expert within the infrastructure department.

• Lead design on platform experience, drive the end-to-end design process.
• Partner cross-functionally, coordinating across multiple groups to align on platform-level experiences.
• Elevate craft and quality, demonstrating excellence and raising the quality bar.

• Own end-to-end Workday administration: configure modules, maintain business processes, manage bi-annual Workday releases.
• Ensure data integrity and compliance through systematic auditing, security reviews, and proactive issue resolution.
• Translate complex business requirements into scalable system solutions, balancing user experience, compliance requirements, and technical constraints.

• Hire, lead, and support a high-performing Infrastructure Platforms team.
• Connect business goals and customer needs with sound engineering.
• Guide the security, reliability, performance, and scalability of core platform components.

• You'll work alongside UX Researchers, Product Managers, and Engineers to iterate on new features within the GitLab product.
• You'll collaborate with teams across the product and across the business to optimize signup flows and team invite experiences.
• You'll help develop hypotheses and establish clear success metrics to test new features or product changes.

• Build and lead a high-performing enterprise sales organization.
• Develop and execute a strategy to land new customers and expand accounts.
• Recruit and develop diverse sales leaders and own the sales process.

• Serve as the primary bridge between GitLab Sales and IBM.
• Take full operational ownership of the IBM deal pipeline.
• Coordinate and orchestrate the broader ecosystem around IBM-led deals.

• Manage customer relationships during their first year, guiding them from onboarding to growth readiness.
• Support the 90x90 success framework to drive license utilization, product adoption, and value realization.
• Qualify expansion opportunities and lead commercial conversations for renewals and expansions.

• Lead a distributed team of Customer Success Engineers in the Americas.
• Develop and execute scalable technical enablement strategies and programs.
• Collaborate with Sales, Renewals, and Customer Success Managers to align technical enablement with commercial objectives.

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in the US Financial Services segment
• Document the buying criteria & process, next steps & owners

• Support a mix of Self-managed and GitLab.com (SaaS) customers, resolving complex issues through Zendesk tickets, merge requests, email, and video calls.
• Investigate and troubleshoot issues using Linux systems administration tools, logs, and the GitLab codebase, creating merge requests when needed to resolve customer problems.
• Create and update clear, reusable documentation and support content based on real customer interactions and edge cases.

• Lead GitLab platform enterprise sales across diverse public sector portfolio.
• Develop and execute multi-year account strategies using MEDDPICC methodology.
• Build C-level relationships across government and private sector institutions.

• Oversee the preparation, review, and timely filing of global indirect tax returns.
• Assist in calculating, preparing, and arranging timely settlement of indirect tax obligations.
• Research, interpret, and document indirect tax regulations and legislative changes globally.

• Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Collaborate extensively with First Order Account Executives, Field Marketing, and emerging partner ecosystem to drive measurable new logo acquisition.
• Direct contribution to First Order growth targets through partner-led demand generation and pipeline sourcing activities.

• Lead technical discovery, architecture design, demos, and end-to-end evaluations.
• Drive AI-focused solution strategy as the team’s AI subject matter expert.
• Own the technical strategy and influence Customer Success Plans for assigned accounts.

• Build and execute strategic account plans that align GitLab's platform with agency modernization initiatives
• Navigate complex procurement cycles and develop multi-year technology roadmaps with CIOs and technical leaders
• Partner with system integrators and resellers to create powerful solutions for government challenges

• Reproduce, assess, and document vulnerabilities, perform variant hunting, and contribute to exploitability research on security issues reported in GitLab’s products and services.
• Support and consult with product and development teams on effective vulnerability remediation and mitigation. Independently validate vulnerability fixes prior to release.
• Contribute to clear and actionable documentation that explains vulnerability impact, risk, and remediation guidance for technical and non-technical audiences, helping to scale PSIRT knowledge and practices across GitLab.

• Designing and structuring outcome-based professional services engagements that align GitLab capabilities with DoD mission objectives and Federal Systems Integrator program goals
• Partnering with account executives, solutions architects, and delivery leaders to turn complex DevSecOps transformations into clear, actionable implementation roadmaps and statements of work for federal customers
• Conducting discovery sessions with DoD agencies and Federal Systems Integrators to understand current-state capabilities, mission constraints, and desired business outcomes

• Partner with customers to translate pre sales command plans and desired business outcomes into clear, actionable objectives.
• Guide customers on how to use the GitLab platform, best practices, and common use cases to support adoption and value realization.
• Act as the primary GitLab liaison for your customers, coordinating responses to questions, issues, and escalations.

• Lead the design, development, and support of GitLab-related Professional Services projects.
• Translate customer business goals and technical requirements into detailed GitLab solution designs.
• Deliver consulting services in areas such as source code management migration and CI/CD consulting.

• Lead technical discovery, demos, and validation to show how GitLab’s AI-powered DevSecOps platform meets customers’ technical and business needs across the full lifecycle.
• Drive the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments.
• Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven digital transformation and enabling them to become GitLab advocates.

• Drive outbound prospecting in the Southern LATAM territory, focusing on Spanish-speaking accounts.
• Conduct high-level discovery conversations with target accounts to understand business needs and qualify opportunities.
• Collaborate with Account Executives to align on target accounts and follow-up plans, ensuring smooth handoffs.

• Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach.
• Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
• Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities.

• Own company-wide financial processes, including month-end close support, variance analysis, reporting, and forecasting.
• Partner with Accounting to prepare, review, and refine quarterly and annual earnings materials, including 10-K, 10-Q, earnings scripts, and Board and Audit Committee presentations.
• Drive the Annual Operating Plan and long-term financial planning processes, including revenue, cash flow, and capital structure forecasting.

• Drive architectural vision for scalable, distributed data systems across SaaS and self-managed deployments.
• Establish enterprise data governance frameworks including lineage, quality controls, versioning, and compliance practices.
• Architect monetizable data services and APIs with semantic models serving internal analytics and external product offerings.

• Own the full new logo acquisition cycle for your APAC territory from prospecting through close, introducing prospects to GitLab's AI-powered DevSecOps platform for the first time.
• Build and maintain a healthy pipeline of qualified opportunities through proactive outbound prospecting and follow-up to support new logo and Net ARR targets.
• Run 3-5 high-quality discovery meetings per day with senior stakeholders, uncovering business pain points in their software delivery lifecycle and articulating compelling value propositions that progress opportunities and build a qualified pipeline toward quarterly new logo and Net ARR goals.

• Collaborate with Finance, Sales, Marketing, and Product partners to frame data-centric business questions and deliver clear, actionable insights.
• Analyze complex, cross-functional datasets to identify trends, risks, and opportunities that inform strategic and operational decisions.
• Build, maintain, and enhance dashboards and reports that make financial and business performance easy to understand for non-technical stakeholders.

• Acquire net-new Financial Services customers and expand GitLab’s presence across banking, insurance, payments, and fintech organizations.
• Build and lead complex sales cycles with C-level and senior technical buyers.
• Generate pipeline through targeted, high-quality prospecting.

• Partner directly with the CFO, VP Finance, and FP&A team to deliver high-impact analytical insights.
• Design and execute sophisticated analytical frameworks to evaluate GitLab's financial performance.
• Develop, maintain, and continuously improve executive-level dashboards and reporting.

Lead a team of engineers building Software Supply Chain Security features with a focus on CI job artifact security. Guide the design and implementation of SLSA (Supply-chain Levels for Software Artifacts) compliance within GitLab CI/CD pipelines. Collaborate with Product Managers to define, prioritize, and deliver the roadmap for supply chain security capabilities.

• Guide customers through complex engagements to realize the full value of the GitLab platform.
• Own the end-to-end technical architecture across projects, from discovery and scoping through delivery and validation.
• Lead projects with multiple consultants, providing DevSecOps and AI-driven development guidance.

• Build and maintain journey-enabling platforms, assessment tools, dashboards, and portals.
• Design and develop custom applications using modern web technologies.
• Create and enhance integrations between CX Engineering tools and enterprise platforms.