We're hiring a Senior Principal Engineer to join Atlassian Team Enterprise, reporting into our Head of Engineering, Enterprise Data Center Products. This team thrives on exceeding the expectations of our largest, most complex and most demanding organisations in the world. Our mission is to ship software to meet the needs of these enterprise-scale customers so that they remain our greatest advocates.

This position directly influences over 300 engineers across the entire business unit, solving the most complex and impactful problems within the entire team, providing technical direction, prioritization, design, architecture, and hands-on coding.

In this role, you will be working on projects including and not limited to: enterprise-grade security, compliance, cell-based architecture, scale and performance, tenant management, tech stack updates and telemetry.

A great day for you is one where you practically demonstrate to our engineers how to solve a particularly complex problem with an elegant solution. You will engage them with your research and experience of tools, stacks, libraries, design patterns and code. Your best days are the ones when you inspire other engineers to follow your lead in finding the best solutions, and when they are motivated to improve what we ship and how we ship it.

In this role, you will:

• Inspire engineers to ship their best code and motivate those around you to want to continuously improve. We are never done.

• Define and articulate a compelling vision and roadmap for multiple missions across Team Enterprise Data Center

• Partner across engineering teams to take on group-wide projects

• Collaborate across partners and organizations

• Influence and inspire technical teams by setting an example of engineering excellence in design, architecture, code, and development practices

• Design and code systems that are testable, maintainable, reliable, secure, and scalable

• Mentor and coach engineers and engineering managers

• Be a trusted advisor to heads of engineering within Team Enterprise and across the company

• Uncover future needs and challenges while also digging into our current and most important engineering challenges

• Stay up to date with new technologies and assess their impact on Atlassian trajectory

• Champion Team Enterprise inside Atlassian and champion Atlassian externally and across the industry.

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Our Enterprise Sales Development Representatives partner with our Enterprise Account Executives to build a sales pipeline for our most complex customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations & Marketing. You will report to an Enterprise Development Sales Manager.

What you'll do

• Accountable for meeting setting, outbound prospecting, conversion, quota, feedback, and customer obsession for our largest customers

• Collaborate with our enterprise-level sales, marketing, partner and operations teams

• You are customer focused, organized and Successful at navigating objections through value-driven messaging

• Great at prospecting using value-driven messaging personalized to delight our customers using email, social, video and calling

• Build the pipeline in partnership with Enterprise Account Executives and Enterprise Marketing teams

• Develop in-depth understanding of customer's organization, business goals and challenges to better understand their needs; enhances service by seeking ways to add value to customer interactions/services.

• You love using sales technology and work inside SFDC, Gong, Outreach and LinkedIn Navigator

Atlassian is looking for a mid-senior level Benefits Analyst with a proven track record in designing and managing benefit programs within the EMEA region (specifically the UK, Netherlands, France, Germany, Poland, and Turkey). This role is pivotal in designing and delivering local benefit programs that align with our global benefits strategy, ensuring we offer sustainable and impactful benefits that not only support our business objectives but also amplify our employee value proposition.

The role will be located in the UK (fully remote) and will be responsible for managing multi-country benefit programs within the EMEA region, as well as identifying new opportunities to meet the needs of our diverse and rapidly growing business.

Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Your Impact - Benefit Management

In this role, you'll be responsible for:

• Strategic Benefit Management and Design - responsible for managing and designing country benefits programs and policies (including leaves of absences), and pension plans that align to Atlassian’s Global Benefits Strategy.

• Benefit Renewals - lead annual benefits reviews and renewals in partnership with local brokers, which includes analysing market trends, conducting market analysis to maintain locally relevant and competitive benefits, manage costs, and ensure sustainability.

• New Program Implementation - project manage the implementation of new benefit programs and operations processes, orchestrating alignment across internal stakeholders, including vendor selection and vendor onboarding, and developing and documenting benefits processes and program policies.

• Program Governance - establish and set performance expectations with external partners by identifying and monitoring performance issues and drive to resolution.

• Compliance - knowledge of compliance of benefits and pension programs across multiple countries, ensuring alignment with both local regulations, best practices and company policies with support of our global benefits consultant.

• Global Expansion - lead the benefits work stream for global expansions into new countries by investigating local market trends, gathering and analysing market data, and drafting recommendations for the set up of new benefit programs and LOA policies.

• M&A - assist with benefits due diligence review, drafting harmonisation proposals and integrations of benefits for countries within the EMEA region.

• Business Consulting - SME and trusted advisor to internal partners to assist in solving complex business problems.

• Communication - drive communication campaigns to foster comprehensive understanding of benefit programs among the People Team, business leaders, managers, and employees.

• Query management - act as escalation point for complex EMEA employee benefit queries.

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung,  Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market 

awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Staying updated on industry trends and competitors to maintain a competitive edge.

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts. 

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung,  Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market 

awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Staying updated on industry trends and competitors to maintain a competitive edge.

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts. 

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung,  Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market 

awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Staying updated on industry trends and competitors to maintain a competitive edge.

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts. 

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung,  Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market 

awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Staying updated on industry trends and competitors to maintain a competitive edge.

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts. 

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

We are looking for customer champion who drives agreement and improvement across product and operations teams. You are focused on improving broader customer experience and having a visible global impact on process, product and team.

As part of our Enterprise Support team, your main focus will be providing advanced support and product expertise to our largest customers by performing root cause analysis, debugging and troubleshooting across one-to-many Atlassian products. You will participate in customer-facing calls communicating progress updates, action plans, and resolution details.

You will be part of a team of specialists improving our support capabilities, capacity, and quality for our largest customers and will work with other team members in Atlassian offices globally.

You will report to the Manager of the Enterprise support team.

Working at Atlassian

This is a remote position. To help our teams work together effectively, this role requires you to be located in the United Kingdom or Poland.

We are looking for a Manager who can build, develop, and empower a team of JSM scaled sales executive. On the one hand, you should be passionate about building (and breaking) new systems so these are truly ready for scale. On the other hand, you should believe that the only constant is 'change' and although JSM Scaled Sales team has a clear swimlane, things (will) change as we are building an agile growth engine.

The JSM Scaled Sales team is focused on helping customers be successful in their Atlassian Cloud Journey. We engage with SMB customers and are focused on Atlassian's Jira Service Management product. As a Manager, your goal is to provide your experience of sales strategies for your team. Lastly, you'd effectively and creatively coordinate the day-to-day, including team stand-ups, meetings, target setting, coaching, and performance management.

The candidate will report to the Global Senior Manager.

• Use your strong background in managing B2B customer service and sales teams to manage the growth team handling Cloud Premium edition upgrades within our existing user base

• Display infectious energy for the customer experience, as well as empathy and a positive attitude for customer concern and growth

• Expertly voice your opinion to make things better and while coaching your team to make improve their skills in managing a high volume of leads and opportunities of various sources and sizes through different channels (chat, phone, zoom & email)

• Work collaboratively with a geographically dispersed team

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the UK.

Your future team

Our Enterprise Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

Director, Digital Success

About GitLab

GitLab is a complete DevOps platform, delivered as a single application, fundamentally changing the way Development, Security, and Ops teams collaborate and build software. We are committed to helping our customers achieve excellent business outcomes through our innovative solutions and our customer-centric approach.

Job Description

As the Director of Digital Success at GitLab, you will be responsible for leading our digital customer success initiatives, primarily focused on our long-tail customer base. This role is crucial in scaling our customer success efforts, driving product adoption, and increasing customer retention and expansion through digital-first strategies. You will work closely with cross-functional teams to create and implement innovative digital programs that enhance the customer experience and drive business outcomes.

Responsibilities

• Develop and execute a comprehensive Digital Customer Success strategy aligned with GitLab's overall customer success objectives and our long-tail customer segment needs.
• Lead the design, implementation, and optimization of digital-first programs to drive product adoption, customer retention, and expansion.
• Collaborate with cross-functional teams (Marketing, Product, Support, CS Strategy, and Sales) to create cohesive, personalized digital experiences throughout the customer lifecycle.
• Oversee the development and execution of digital onboarding programs, feature adoption campaigns, and customer education initiatives.
• Implement and manage a robust customer health scoring system to identify at-risk accounts and expansion opportunities.
• Drive the adoption and utilization of our customer success platform and other digital tools to enhance efficiency and scalability.
• Develop and track key performance indicators (KPIs) for Digital CS initiatives, focusing on customer retention, Net Dollar Retention (NDR), and expansion revenue, aligned with sales GTM segments. 
• Own the customer outcomes, aligned with the established KPIs, for this segment.
• Lead and mentor a team of Digital Customer Success Managers, fostering a culture of innovation and continuous improvement.
• Identify and implement tools and technology that will up-level our ability to drive adoption at scale
• Stay abreast of industry trends and best practices in Digital Customer Success, continuously evolving our strategies to maintain a competitive edge.

Requirements

• Experience in Customer Success Leadership, with expertise within Digital CS initiatives
• Proven track record of implementing successful Digital CS programs that drive measurable business outcomes
• Strong understanding of SaaS business models and the DevOps landscape
• Experience with customer success platforms, marketing automation tools, and in-app messaging systems
• Excellent analytical skills with the ability to translate data - in particular product usage data - into actionable insights
• Strong leadership and team management experience
• Exceptional communication and stakeholder management skills
• Experience with commercial and small business customers 
• You share our values, and work in accordance with those values

Performance Indicators

• Net Dollar Retention (NDR) for the long-tail customer segment
• Customer retention rates
• Product adoption rates and feature usage
• Efficiency indicators (e.g., number of customers managed per Digital CSM, Cost to Serve Ratios)
• Customer Health Score improvements
• Customer Satisfaction Score (CSAT) for digitally managed accounts
• Expansion revenue generated through digital initiatives

Career Ladder

The next step in the Customer Success Management job family is senior director, Digital Success. However, your career at GitLab can also develop in other directions, including a move to other departments or specialties.

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.

• Selected candidates will be invited to schedule a screening call with our Global Recruiters
• Next, candidates will be invited to schedule a first interview with the VP of Customer Success
• Candidates will then be invited to schedule an interview with a Customer Success Director peer & People Ops 
• Candidate will then be invited to schedule an interview with our CS Strategy & Ops Team member
• Candidates will be invited to schedule an interview with a leader from the SMB Sales team 
• Candidates will be invited to schedule an interview with a leader from the Marketing team 
• Successful candidates will subsequently be made an offer via email

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

Compensation

To view the relevant compensation range for your location, please visit our compensation calculator. This role also includes equity and variable pay opportunities in addition to base compensation.

GitLab is an open-core software company that develops the most comprehensive DevSecOps Platform used by more than 100,000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the Regional Sales Director, you will be responsible for hiring, developing, and leading a high-performing team of Strategic Account Leaders to meet and exceed sales goals. The right candidate is truly passionate about open-source software and has a proven track record to talk about! This is an exciting opportunity to influence GitLab’s overall success and growth unequivocally.

Senior Area Sales Manager Responsibilities

• Works closely with the VP, Commercial to develop and operationalize strategies for new customer acquisition
• Focuses on selling into new customer accounts within the Mid Market segment which has between 100 and 4000 employees globally
• Develops and executes strategies focused on expanding the client base within the territory
• Recruits and hires top talent onto the team and also invests time weekly to build and engage a pipeline of top talent for potential future hires
• Manages a team of Area Sales Manager(s) and Strategic Account Leaders; fosters a successful and positive team environment
• Responsible for maintaining and growing accounts within the territory and converting new accounts at acceptable margins
• Accurately forecasts bookings by territory and prioritizes time accordingly
• Effectively engages Channels, Customer Success, Marketing, and Sales resources during the sales process as necessary
• Maintains close contact with assigned accounts by establishing strong relationships with key decision-makers. Develops and maintains a strong executive call plan and relationship with the CXOs & Program level leaders for the account set.
• Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals

Senior Area Sales Manager Requirements

• Demonstrated progressive sales leadership experience; demonstrated progressive experience in leadership roles.
• Consistently achieved bookings targets >$10m in IACV.
• Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
• Experience repeatably selling multi-million dollar deals to Fortune 500 companies as an individual contributor and as a sales leader
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
• Ability to exercise effective judgment, sensitivity, and creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
• Strong relationship-building and negotiation skills
• Strong presentation skills; Executive level communication skills (both written and verbal)
• Experience with coaching and developing Sales reps and managers
• Proven track record of selling and coaching account executives to sell into new customer accounts
• Ability to travel as needed
• You share our values and work in accordance with those values.
• Leadership at GitLab

Performance Indicators

Sales KPIs

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.

#LI-BC2

The Customer Success Management (CSM) team focuses on the themes of align, enable, and expand. We align with customers’ desired business outcomes, enable them on their existing use cases, and work with them to expand into additional use cases, ensuring ongoing and ever-improving customer return-on-investment.

Additionally, our team serves as liaisons between the customer and the GitLab ecosystem, streamlining collaboration with Product Management, Engineering, Sales, Professional Services, and others. CSM handbook.

What you'll do

• Partner with our customers in taking what was established in the pre-sales command plan, and turning the customers desired positive business outcomes into actionable objectives
• Know the GitLab platform, our more common best practices, and use cases in order to guide the customer
• Understand the customer journey and be able to guide them on future adoption
• Act as the GitLab liaison for GitLab questions, issues, or escalations. Collaborate with GitLab Support, Product Management (i.e., roadmaps), or other teams as needed
• Own a book of assigned customers, with a focus on increasing adoption, ensuring retention and growth, and overall customer satisfaction
• Remain knowledgeable and up-to-date on GitLab releases

What you'll bring

• Understanding of Git and typical branching strategies
• Knowledge of software development lifecycle and development pipeline
• Understanding of continuous integration, continuous deployment, DevSecOps
• Prior experience in Customer Success or equivalent history of increasing satisfaction, adoption, and retention
• Experience partnering with customers to define and achieve business outcomes
• Familiarity working with customers of sizes relevant to the assigned segment
• Exceptional verbal, written, organizational, presentation, and communications skills
• Detailed oriented and analytical
• Strong team player but self-starter
• Project management experience & skills
• Strong technical, analytic, and problem-solving skills
• Alignment with our values, and willingness to work in accordance with those values
• Willingness to travel if needed and comply with the company’s travel policy

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Unlimited PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• 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.