Sales Policy Analyst

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.

Operations Analyst – Policy & RoE

GitLab is a forward-thinking organization dedicated to innovation and excellence. The GitLab DevOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We thrive on collaboration and are committed to fostering an inclusive environment that values diverse perspectives. We believe in the power of technology and are passionate about our employees and corporate values, which guide a culture where people embrace the belief that everyone can contribute. This position is 100% remote and based in the US time zone.

What you’ll do: As a Sales Operations Analyst, you will play a critical role in refining and optimizing our Go To Market (GTM) Rules of Engagement (RoE) and ensuring adherence to internal policies. Your contributions will help streamline processes, support the Field Sales teams, and drive alignment across the organization. Key responsibilities include

  • RoE & Policy Development: Analyze, design, and document scalable policies and Rules of Engagement that impact the Field Sales team.
  • Policy Application: Apply a deep understanding of GTM policies to support and guide the Field Sales team, ensuring consistent compliance.
  • Policy Escalations: Address inquiries and escalations via Salesforce Chatter, case requests, and the Sales Support Slack channel, ensuring proper policy application and compliance.
  • Cross-Functional Collaboration: Partner with operations, strategy, Sales compensation, and other business teams to ensure consistent application of processes and policies across departments.
  • Sales Systems Partnership: Collaborate with the Sales Systems team to enhance automation, streamline processes, and continuously improve RoE and policy-related functions.
  • Insights & Recommendations: Identify gaps or areas for improvement in current policies and provide actionable recommendations to support scalability and growth. 
  • Change Management:  Utilize impact analyses to create and implement effective, well-considered change management strategies. 
  • Annual Planning & Policy Alignment: Collaborate with business stakeholders to review, update, and implement policies that align with evolving business objectives and needs.
  • Knowledge Repository: Create and maintain a centralized repository of processes and best practices to support first-tier sales teams with clear and accessible documentation.

What You’ll Bring:

  • Solid understanding of Field Operations and its impact on business performance.
  • Experience in developing and managing GTM policies and processes.
  • Direct management of GTM Rules of Engagement.
  • Proven ability to engage with cross-functional teams and stakeholders to drive collaboration and results.
  • Strong analytical and strategic thinking skills, with the ability to problem-solve effectively.
  • Detail-oriented with excellent organizational and multitasking skills.
  • Proactive self-starter who thrives in a collaborative, cross-functional environment.
  • Exceptional communication skills with the ability to interact effectively across all levels of the organization.
  • Strong project management skills with the ability to prioritize and meet deadlines in a fast-paced environment.
  • Proficiency in Salesforce and case management systems, with a focus on driving operational efficiency.
  • A commitment to company values and fostering a positive, collaborative work culture.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

  1. Mission: Everyone can contribute
  2. Results: Fast growth, ambitious vision
  3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
  4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
  5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
  6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
  7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
  8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
  9. Work/Life Harmony: Flexible workday, Family and Friends days
  10. Remote Done Right: One of the world’s largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

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.

#LI-BC2

The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.

California/Colorado/Hawaii/New Jersey/New York/Washington/DC pay range

$70,000 – $150,000 USD

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.

APPLY HERE!