Pipeline Programs Manager

GitLab is seeking a Pipeline Programs Manager to own the execution of pipeline generation programs, including sales plays and PipeGen days. The successful candidate will work across Sales, Marketing, Field Enablement, Sales Strategy, and RevOps to surface risks and upside behind the pipeline plan.

About the Role The Pipeline Programs Manager will turn GitLab's pipeline targets into programs the field can run. Responsibilities include:

• Executing global and regional pipeline generation programs
• Coordinating in-quarter program delivery across regions and segments
• Running weekly, monthly, and quarterly pipeline hygiene checkpoints
• Partnering with Marketing and Enablement to bring pipeline generation programs to the field
• Working with the team on the GTM plan to identify drivers, risks, and upside
• Giving input on the design of sales plays, hygiene standards, and related incentives
• Tracking program performance against success measures
• Coordinating global outbound program execution with Sales Development and sales leaders
• Identifying process and systems improvements in Salesforce and reporting

Requirements

• 5+ years of experience in Sales, Sales Programs, Sales Operations, Revenue Operations, Field or Sales Enablement, or Marketing Operations
• Experience running cross-functional programs with operational rigor
• Comfort working with pipeline data and using Salesforce and BI dashboards
• Understanding of the B2B sales funnel
• Clear communication and presentation skills
• Ability to influence without authority
• Good judgment in a fast-moving environment
• Curiosity about how AI and automation can improve go-to-market execution
• Ownership mindset
• Experience in a quota-carrying or sales role is a plus

About the Team The Pipeline Excellence team builds the pipeline engine that turns GitLab's growth targets into predictable, repeatable revenue outcomes. The team sets pipeline targets and the GTM plan, runs programs, and turns pipeline data into recommendations.

Benefits

• Benefits to support health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support