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The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
As Director, Revenue Analytics, you will lead a high-performing team of analysts and own the strategic vision for sales, customer success, and professional services data and analytics across the organization. You will serve as a key business partner to executive leadership, driving data-informed decision-making that shapes GitLab's go-to-market strategy, customer experience, and revenue growth throughout the entire customer lifecycle. This role requires both strategic thinking and operational excellence, partnering closely with Sales Strategy, Customer Success, Professional Services, Revenue Operations, Marketing, Finance, and Enterprise Data & Analytics teams to deliver insights that drive business outcomes.
What you'll doLeadership & Team Development- Lead and develop a team of sales and customer analytics professionals, fostering a culture of analytical rigor, innovation, and continuous improvement
- Build specialized analytics capabilities across the revenue lifecycle: new business, expansion, retention, and services
- Establish analytics best practices and mentor team members on advanced analytical techniques
- Own the strategic analytics roadmap for Sales, Customer Success, and Professional Services, identifying opportunities to leverage data and insights for competitive advantage
- Partner directly with C-level and VP-level executives to inform strategic decisions through data-driven insights and recommendations
- Identify and champion strategic initiatives that improve sales productivity, customer retention, services utilization, and overall revenue performance
- Design and oversee enterprise-level sales forecasting models and processes, ensuring accuracy and reliability for board-level and external public reporting
- Develop analytics frameworks to optimize pipeline generation, conversion, and velocity across all sales segments
- Build predictive models for lead scoring, opportunity win probability, and deal forecasting
- Analyze sales capacity, productivity, and territory effectiveness to inform resource allocation
- Design customer health scoring and predictive models to identify churn risk, expansion opportunity, and at-risk renewals; develop NRR/GRR analytics with cohort-based analysis and forecasting
- Build comprehensive customer lifecycle analytics frameworks tracking onboarding velocity, time-to-value, product adoption, feature usage, engagement patterns, and expansion/upsell opportunities
- Create customer segmentation and resource optimization models to optimize CSM coverage, capacity planning, and productivity metrics including customer-to-CSM ratios and outcome correlation
- Partner with Customer Success leadership on strategic planning, capacity modeling, team performance optimization, and data-driven playbook development
- Develop utilization, profitability, and margin analytics for services delivery teams; build project performance dashboards tracking scope, timeline, budget, customer satisfaction, and resource allocation optimization
- Analyze services attach rates, monetization strategies, and revenue impact across customer segments; track correlation between services engagement and customer outcomes (adoption, retention, expansion)
- Create capacity planning and resource allocation models for consultants, solution architects, and implementation specialists to optimize skills matching and delivery efficiency
- Partner with Professional Services leadership on portfolio strategy, pricing optimization, go-to-market approach, and services-led growth initiatives
- Drive the development of executive dashboards and reporting frameworks that provide end-to-end visibility into the customer journey from acquisition through retention
- Lead cross-functional initiatives with Revenue Operations, Marketing, Product, and Finance to optimize the entire customer lifecycle
- Create integrated reporting that connects pre-sale, post-sale, and services metrics into unified customer views
- Build attribution models to understand the impact of different touchpoints on customer outcomes
- Partner with the Enterprise Data & Data Governance teams to establish analytics standards, best practices, and governance frameworks to ensure data quality and consistency
- Present complex analytical findings to executive audiences with clarity and actionable recommendations
- Translate business questions into analytical frameworks and deliver insights that drive strategic decisions
- Build scalable analytics capabilities and infrastructure to support GitLab's growth trajectory
- Author strategic analyses for board presentations and investor communications
- 8+ years of experience in sales analytics, customer analytics, revenue operations, business intelligence, or management consulting, with at least 3 years in a leadership role
- Proven track record of building and managing high-performing analytics teams in a fast-paced, high-growth environment
- Deep expertise in B2B SaaS business models, sales processes, and revenue metrics
- Experience with Customer Success analytics including health scoring, churn prediction, NRR/GRR analysis, and expansion analytics
- Experience with Professional Services analytics including utilization tracking, project profitability, and services-led growth metrics
- Understanding of the complete customer lifecycle from acquisition through retention and expansion
- Demonstrated ability to translate complex data into strategic insights and influence executive-level decision-making
- Advanced proficiency with BI and analytics tools (Tableau required; experience with other platforms a plus)
- Strong technical skills including SQL, data modeling, and statistical analysis
- Experience with predictive modeling and machine learning applications in customer analytics (churn prediction, propensity modeling, etc.)
- Experience designing and implementing sales forecasting methodologies and revenue planning processes
- Familiarity with customer data platforms, product analytics tools (e.g., Gainsight, Pendo, etc), and services management systems
- Ability to work with large, complex datasets and extract meaningful insights
- 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
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.
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.
