This role is remote and open to qualified candidates worldwide.
Responsibilities
Lead a team of Engagement Managers focused on Professional Services consultative selling.
Accountable for Professional Services bookings goals within the area of responsibilities covered by their Engagement Management team (EMEA).
Responsible for a timely and accurate weekly bookings forecast within the area of responsibility.
Help distribute customer opportunities evenly across team members ensuring geographic or segment coverage.
Collaborate with other managers, socializing and gaining agreement on strategic proposals, and executing strategies.
Provide strategic proposals to leadership to organize and align the Engagement Manager team with the Sales/CS organizations.
Remain knowledgeable and up-to-date on GitLab releases.
Coach team members on pipeline generation, opportunity prioritization, SFDC hygiene, discovery, scoping, estimation, SOW creation, negotiation and closing processes.
Provide guidance to Engagement Managers to help resolve negotiations leveraging win‑win and give‑to‑get methodologies; take ownership of resolving negotiations that are at an impasse.
Align with Sales Leadership within the territory to provide forecast updates.
Build and maintain a development plan to ensure Engagement Managers are enabled to understand the GitLab product and features, the value selling approach, and current processes/tools used to be effective in their roles.
Continuously assess team capacity to inform hiring plan.
Foster an environment where team members are motivated and enabled to contribute to continuously improving the Professional Services sales process – proactive services positioning; SKU selling vs custom scoped engagements; scaling the PS selling motion, etc.; ensure these process improvements are aligned with global PS sales strategy.
Work closely with the Professional Services Delivery, Sales, Ecosystems Partners, and Product teams to develop common patterns into estimation and engagement proposal standards.
Coach team members on a continuous improvement mindset, including their responsibility to bring ideas or challenges to the practice team for consideration.
Requirements
Experience managing, leading, and/or delivering professional services or customer success.
Experience working in professional services sales.
Experience with a subscription‑based business model, delivering on-premises and SaaS solutions.
Experience partnering with Account Executives, presenting solutions, and implementation methodology during a sales process.
Ability to use GitLab.
Benefits
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.
Equal Employment Opportunity Statement
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.
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