An overview of this role

As the Director, Pipeline Excellence you'll help GitLab build a predictable, efficient, and scalable pipeline engine across our go-to-market motions. You'll own pipeline strategy, the operating cadence, and performance improvement work so we can consistently meet pipeline and revenue goals.

You'll partner with sales, marketing, sales development, customer success, finance, and analytics to align multi-quarter targets and investments, codify global operating standards, and improve funnel conversion and velocity across inbound, outbound, partner, and expansion.

In your first year, you'll strengthen the 13-week Revenue Operating Cadence for pipeline, establish clear pipeline definitions and hygiene standards, and deliver reporting and insights that improve execution quality, forecast accuracy, and decision-making. It's a unique opportunity to shape how GitLab plans, generates, and converts pipeline at scale in a remote, globally distributed environment.

What you’ll do

• Lead GitLab's end-to-end pipeline growth strategy and multi-quarter target-setting across regions, segments, and routes-to-market (inbound, outbound, partner, and expansion), including capacity planning and program mix decisions.
• Translate top-down revenue and coverage goals into bottom-up pipeline targets, capacity plans, and the channel and program mix, in partnership with sales, marketing, and finance.
• Design, run, and continuously improve GitLab's pipeline operating rhythm anchored in the 13-week Revenue Operating Cadence, including pipeline reviews, pipeline council, sales plays, and executive updates aligned to monthly and quarterly forecasting milestones.
• Own the design and execution of pipeline generation programs, including codified sales plays and pipeline generation days every other week, ensuring alignment to annual operating plan targets and coverage needs.
• Define and enforce global pipeline operating standards across the funnel (lead to opportunity to closed-won), including qualification standards, handoffs, service level agreements (SLAs), routing logic, and stage definitions.
• Build and maintain a clear pipeline taxonomy (source, type, motion, segment) and a shared glossary for pipeline metrics to ensure consistent reporting and decision-making.
• Establish pipeline hygiene standards and checkpoints (weekly, monthly, and quarterly) to improve data quality, forecast accuracy, and execution consistency across go-to-market teams.
• Deliver pipeline analytics, dashboards, and funnel diagnostics (coverage, creation, conversion, velocity, quality, and pipeline at risk), and provide clear recommendations on where to invest to hit pipeline and revenue goals.

What you’ll bring

• Deep experience in revenue operations, sales operations, marketing operations, or related go-to-market strategy and operations roles, with significant ownership of pipeline and funnel management in B2B SaaS.
• Ability to navigate and influence complex, cross-functional organizations, balancing the needs of sales, marketing, sales development, customer success, finance, and analytics while operating effectively in ambiguity.
• Proven director-level leadership skills, including experience managing, mentoring, and developing high-performing operations and analytics teams.
• Strong understanding of end-to-end go-to-market funnels across inbound, outbound, partner, and expansion motions, and how pipeline coverage, conversion, velocity, and quality translate to revenue outcomes.
• Excellent analytical and communication skills, including comfort turning data into clear recommendations and influencing senior go-to-market and finance leaders through concise narratives and decision support.
• Experience designing and running operating cadences and governance for pipeline performance (including forecasting milestones, pipeline reviews, and hygiene checkpoints) with clear owners, inputs, outputs, and decisions.
• Ability to define, document, and drive adoption of standardized process and data definitions (for example, pipeline taxonomy, stages, service level agreements (SLAs), and hygiene standards) across systems and teams.
• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and priorities across the broader GitLab team.
• Familiarity with customer relationship management (CRM) and business intelligence (BI) tools (for example, Salesforce for CRM and Looker or Tableau for BI) to build dashboards, metrics frameworks, and self-serve reporting for pipeline and funnel performance.