Pipeline Programs Manager

Overview

This is a 100% remote role based in the United States and Canada. The Pipeline Programs Manager turns GitLab's pipeline targets into programs the field can run, owning execution of pipeline generation programs and the hygiene checkpoints that keep pipeline data trustworthy.

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 need

• 5+ years of 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; can use Salesforce and BI dashboards to spot gaps and explain what they mean.
• Understanding of the B2B sales funnel: pipeline creation, conversion, velocity, and hygiene.
• Clear communication and presentation skills; 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; moves quickly, keeps quality high, and knows when to escalate.
• Curiosity about how AI and automation can improve go-to-market execution.
• Ownership mindset; carries programs through to outcomes, not just activity.

Nice to have

• Basic SQL (Snowflake or similar).
• Experience in a quota-carrying or sales role.

Details

• Location: 100% remote, based in the United States and Canada.
• Base salary range for United States residents: $115,200 to $129,600 USD (excludes bonuses, equity, and benefits).
• Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.