Senior Revenue Operations Manager

Remote · United States of America · USD 104,800-176,400 · Remote · Posted Oct 9, 2026

At a glance

As a Senior Revenue Operations Manager at GitLab, you'll own work the whole go-to-market organization relies on, including the policies and processes that govern how we sell and book deals, our global forecasting process, and the Chief Revenue Officer (CRO) operating cadence.
This is a senior individual contributor role where you will bring experience running a forecast process day to day and a practical understanding of how a sales organization works.

Own the policies that define how deals are booked, credited, and forecasted, including bookings rules, opportunity netting, and sales stages and exit criteria.
Identify process problems before they affect the numbers, validate and size the problem with data, find the root cause, and drive the fix with the right team.
Partner with Revenue Systems to build policy into system rules, validations, and alerts, reducing manual reviews and after-the-fact corrections.
Improve forecast methodology by tracking actual results against the forecast, explaining variances, and changing processes that aren't working.
Own the weekly forecast readout for the CRO and sales leadership, keeping it short and focused on decisions.
Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups.
Work with other Revenue Strategy & Operations teams, Finance, Product, Data, and Enablement to deliver changes from the first draft through field adoption.
Mentor others on the team and improve how we document and run our processes.

Experience in Sales Operations, Revenue Operations, management consulting, or a similar role, including running a forecast process day to day in a business-to-business (B2B) subscription business.
A practical understanding of how a sales organization runs, including pipeline stages, deal bookings and crediting, bookings and annual recurring revenue (ARR) definitions, and how compensation influences sales representative behavior.
Strong data and analysis skills, highly proficient in Excel or Google Sheets, with the ability to build a model from scratch and check your own numbers.
The ability to work independently, identify what needs to be done, and work with stakeholders to get it done.
Clear, concise writing to turn a complex issue into a short document or Slack message.
Comfort working with senior leaders, including taking feedback from a CRO and turning it into a better process or a more useful readout.
Systems thinking and the ability to learn new tools and domains quickly.