Manager, Global Sales Development Operations

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An overview of this role

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).

What you'll do

• Influence and partner with sales development, sales, marketing, and other stakeholders to drive consistent sales development operations across regions.
• Evaluate, select, implement, and integrate the sales development tool stack, including Salesforce, Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, Drift, and related tools.
• Establish clear workflows, documentation, and operating rhythms that make outbound execution more consistent and scalable.
• 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.
• Design and improve outbound pipeline generation processes, with an emphasis on first-order Sales Accepted Opportunities (SAOs) and clean handoffs.
• Identify process improvement opportunities and iterate on business development representative (BDR) workflows to reduce friction and improve performance.
• Standardize and maintain sales development playbooks, meeting agendas, shared views, and issue templates and boards to improve visibility and accountability.

What you'll bring

• Experience building go-to-market operations strategy and using business analytics to guide decisions and prioritize work.
• 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.
• Ability to lead and coach others on setting clear priorities and driving consistent execution in a changing environment.
• Skilled at partnering across functions, especially with sales and marketing, and working effectively with senior and executive stakeholders.
• Experience designing and improving sales development processes and workflows, with a focus on outbound pipeline generation and business development representative workflows.
• Ability to standardize, document, and monitor operating rhythms and adoption (playbooks, meeting agendas, tool views, and issue templates or boards).
• Strong problem-solving and communication skills, including translating insights into clear recommendations and practical workflow changes.

About the team

We're a remote Global Sales Development Operations team that works asynchronously across time zones. We stay aligned through clear written communication, shared documentation, and regular check-ins. You'll join a team that supports sales development programs end to end—from rollout through measurement and iteration—so our teams have better visibility, smoother workflows, and stronger playbooks and handoffs across regions.

How GitLab will support you

• Benefits to support your 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$92,400 - $122,000 USD

How GitLab will support you

• Benefits to support your 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.