Manager, Global Sales Development Operations

GitLab
Remote, North AmericaPosted 26 February 2026

Job Description

<div class="content-intro"><p>GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.</p> <p>The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our <a href="https://handbook.gitlab.com/handbook/values/">values</a> and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software.</p> <p>*<em>Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.</em></p></div><p><strong>An overview of this role</strong></p> <p>As the Manager, Global Sales Development Operations, you'll make outbound pipeline generation more consistent, measurable, and scalable by improving the tools and processes our sales development teams use every day. You'll partner closely with sales development leadership, marketing, sales and operations teams to evaluate and improve our sales development tool stack. In your first year, you'll focus on improving adoption of processes and best practices. You'll drive adoption with clear workflows, training, documentation, and regular check-ins that help teams execute. You’ll also be responsible for managing our team comms from the handbook to our monthly newsletter. Our North Star is flawless execution on both inbound and outbound, resulting in hitting our org first-order Sales Accepted Opportunities targets (SAOs). </p> <p><strong>What you'll do</strong></p> <ul> <li>Influence and partner with sales development, sales, marketing, and other stakeholders to drive consistent sales development operations across regions.</li> <li>Evaluate, select, implement, and integrate the sales development tool stack, including Salesforce, Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, Drift, and related tools.</li> <li>Establish clear workflows, documentation, and operating rhythms that make outbound execution more consistent and scalable.</li> <li>Set up regular check-ins with sales development leaders and Customer Success Managers (CSMs) to support adoption, identify gaps, and improve day-to-day execution.</li> <li>Design and improve outbound pipeline generation processes, with an emphasis on first-order Sales Accepted Opportunities (SAOs) and clean handoffs.</li> <li>Identify process improvement opportunities and iterate on business development representative (BDR) workflows to reduce friction and improve performance.</li> <li>Standardize and maintain sales development playbooks, meeting agendas, shared views, and issue templates and boards to improve visibility and accountability.</li> </ul> <p><strong>What you'll bring</strong></p> <ul> <li>Experience building go-to-market operations strategy and using business analytics to guide decisions and prioritize work.</li> <li>Working knowledge of sales development tools and data flows, including Salesforce and outbound platforms such as Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, and Drift.</li> <l ... (truncated, view full listing at source)
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