Pipeline Programs Manager

About the Role

The Pipeline Programs Manager turns GitLab's pipeline targets into programs the field can run. You'll own execution of pipeline generation programs, including sales plays, PipeGen days, and run the hygiene checkpoints that keep pipeline data trustworthy. You'll also help surface the risks and upside behind our pipeline plan working across Sales, Marketing, Field Enablement, Sales Strategy, and RevOps.

What You'll Do

• Execute global and regional pipeline generation programs, including codified sales plays and PipeGen days, against an established program calendar.
• Coordinate in-quarter program delivery across regions and segments: timelines, owners, communications, and follow-through on action items.
• Run weekly, monthly, and quarterly pipeline hygiene checkpoints, and report on adherence and trends with RevOps and Sales Strategy.
• Partner with Marketing and Enablement to bring pipeline generation programs to the field with the right messaging, content, and training.
• Work with the team on the GTM plan by identifying the drivers, risks, and upside that could move the pipeline numbers, and making them visible to decision-makers.
• Give input on the design of sales plays, hygiene standards, and related incentives from what you see during execution.
• Track program performance against success measures, and summarize what worked, what didn't, and what to change next time.
• Coordinate global outbound program execution with Sales Development and sales leaders, and help bring it to regional and team levels at scale.
• Identify process and systems improvements in Salesforce and reporting that increase metric visibility and reduce manual work, and work with RevOps and Systems to land them.

What You'll Bring

• 5+ Years experience in Sales, Sales Programs, Sales Operations, Revenue Operations, Field or Sales Enablement, or Marketing Operations, with a record of delivering programs on time and with quality.
• Experience running cross-functional programs with operational rigor: multiple stakeholders, competing priorities, and clear follow-through.
• Comfort working with pipeline data. You can use Salesforce and BI dashboards to spot gaps and explain what they mean. Basic SQL (Snowflake or similar) is a plus.
• Understanding of the B2B sales funnel: pipeline creation, conversion, velocity, and hygiene.
• Clear communication and presentation skills. You can explain a program or a risk to Sales leaders and to cross-functional partners.
• Ability to influence without authority, earning trust and moving work forward across teams you don't manage.
• Good judgment in a fast-moving environment. You move quickly, keep quality high, and know when to escalate.
• Curiosity about how AI and automation can improve go-to-market execution.
• Ownership mindset. You carry programs through to outcomes, not just activity.
• Experience in a quota-carrying or sales role is a plus.

About the Team

The Pipeline Excellence team builds the pipeline engine that turns GitLab's growth targets into predictable, repeatable revenue outcomes. We set pipeline targets and the GTM plan, run the programs and cadence that keep the field moving, and turn pipeline data into recommendations on where to invest.

We work with Speed with Quality, so our cadence and standards let go-to-market teams move fast without sacrificing forecast accuracy. We hold an Ownership Mindset, meaning every stage of the funnel has a defined owner and standard. We measure ourselves on Customer Outcomes: pipeline health exists to drive real bookings and real customer relationships, not just activity. We work closely with Sales leadership, Sales Strategy, Marketing, Field Enablement, Sales Development, Finance, and Analytics, and we're scaling that engine for the agentic era.

How GitLab will support you

• 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