VP, Field Operations

Vice President, Field Operations

The Vice President, Field Operations is responsible for bringing a strategic vision and innovative approach in creating, managing and executing strategic programs that will drive key revenue, margin, and growth opportunities globally for GitLab. The Vice President, Field Operations reports to the Chief Revenue Officer.

Job Grade

The VP, Field Operations is a grade 12.

Responsibilities

• Partner with the Chief Revenue Officer on all non-customer facing issues impacting the success of the sales team.
• Manage the global sales planning process, including regular updates to territory and quotas, headcount and sales compensation plans.
• Partner with the CRO, Finance and HR to design, document, implement and monitor sales compensation plans.
• Collaborate with Sales Leaders and teams to develop and execute sales management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation).
• Provide pricing and contract support; manage approval process (deal sign off) between Sales and Finance.
• Lead, manage and evaluate the sales tools, processes, policies and programs to ensure continuous productivity and effectiveness.
• Manage Field Enablement programs and processes for both Sellers and Partners.
• Manage and maintain the Sales Handbook
• Create Board level and other presentations for the Chief Revenue Officer

Requirements

• Demonstrated progressive experience in a global SAAS sales or sales operations environment.
• Demonstrated passion for information and business intelligence; thorough understanding of sales processes and methodologies.
• Demonstrated progressive experience in Salesforce.com.
• Experience growing within a small start-up. Strong ability to interact and influence effectively with all C-level executives and team members.
• Ability to work independently with a high degree of accountability, while also able to collaborate cross-functionally (finance, marketing, sales enablement, etc) with exceptional intrapersonal skills.
• Exceptional written/verbal communication and presentation skills.
• Analytical and detail oriented, strong project management skills with a drive for results.
• Proven ability to thrive in a fluid, fast-paced, unpredictable environment.
• Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values.
• Ability to travel if needed and comply with the company’s travel policy

Performance Indicators

• IACV vs Plan
• Field Efficiency Ratio
• IACV Efficiency

Career Ladder

The next steps for the VP, Field Operations would be to move to the Chief Revenue Officer Job Family.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

• First, the candidate will have a 30 min screening call with a GitLab Recruiters
• Next, the candidate will have a 30 min interview with the Hiring Manager
• Next, the candidate will have 3-5 30 min interviews with team members
• Next, the candidate will have a 45 min interview with a peer
• Lastly, the candidate will have a final 45 min interview with the CRO

Additional details about our process can be found on our hiring page.

 

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About GitLab

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab. Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

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