Manager, GTM Planning & Operations (Incentive Compensation Strategy)

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

Remote, Americas

An overview of this role

The GTM Planning & Operations team is charged with planning a high-performing, robust, and efficient CRO organization that maximizes the company’s revenue growth through the implementation of aligned and well-analyzed annual plans. In particular, this role focuses on Incentive Compensation Design and Analytics: that is to say, ownership over the company’s Sales Compensation program, which entails developing, executing on, and analyzing GitLab’s Sales Compensations strategy. Incentives for the Field team at GitLab are a major leverage point to help shape the company’s growth. This role empowers prospective team members to make a sizable impact on the shape of GitLab’s current and future results.

What you’ll do  

  • Be a key driver and architect of the annual Go-To-Market planning process for the CRO organization
  • Drive all aspects of compensation design for roles across the CRO organization (including core Sales, Customer Success, Partners, Management, Sales Development, and others); Collaborate closely with Sales, Finance, Sales Commissions & Ops in the process
  • Play a key role in helping to design an efficient, effective and predictable GTM motion
  • Deliver insightful comp analytics that lead to improvements in the design and effectiveness of compensation models
  • Support quota/compensation troubleshooting throughout the year
  • Define, Iterate on, and own a key set of policies that pertain to incentive compensation administration

What you’ll bring 

  • BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred
  • Willingness to partner, collaborate and influence across functional areas (e.g. Finance, People Operations and Sales) and support multiple business partners
  • Excellent problem solving, project management, interpersonal and organizational skills
  • Previous experience in Consulting, Banking, PE or Strategy roles a big plus
  • Advanced analytical and financial modeling skills with high motivation to drive high value insights
  • SFDC and Xactly familiarity and knowledge of typical enterprise SaaS tools
  • Considerable relevant experience and a solid understanding of go-to-market design & sales planning as well as sales compensation design & analytics
  • Considerable experience interacting with Leaders at the VP level as well as experience collaborating closely with leaders at the Sr. Director level and below
  • SaaS and B2B experience preferred
  • Interest in GitLab, and open source software
  • Share our values, and work in accordance with those values.

About the team

The GTM Planning & Operations team is currently 3 people, including 2 individual contributors who specialize in quota administration and headcount planning respectively. Adding this incentive compensation specialist will round out the team in its current iteration.

Regular deliverables for the team include:

  1. Quota and capacity models for a new fiscal year, approved by all Sales Leader and Finance stakeholders
  2. Aligned headcount plans that meet all CRO organization teams’ business needs and fit within budget
  3. A robust incentive compensation program that aligns to company objectives and fits within budget
  4. Regular and ad hoc reporting on actuals compared to targets for all of the above

Examples of special projects that our team takes on:

  1. External benchmarking to compare GitLab quota, compensation, or headcount practices to peers in the market
  2. Transformational projects to build a new CRO function at GitLab or fundamentally change our current Go-to-Market
  3. Investing in technology or data to improve any operational processes related to quota, compensation, or headcount planning

How GitLab will support you

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 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 pay range
$117,600$252,000 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.  

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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.