Responsibilities:

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Generate New Logo opportunities and Growth opportunities on existing customer accounts.
• Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets.
• Research and prioritize target accounts using business and industry knowledge.
• Execute a multi-touch outreach cadence to prospects in your assigned territory.
• Manage, track, and accurately report prospecting activities and pipeline in Salesforce.
• Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams.
• Document and continuously improve Business Development Representative processes.
• Mentor new BDR hires.

Requirements:

• Fluency in Italian.
• Previous tech industry experience in an outbound sales development role.
• Positive and energetic phone skills, excellent listening skills, strong writing skills.
• Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.
• Proven experience taking initiative, persisting through setbacks, and independently driving projects.
• Alignment with GitLab's values.
• Knowledge of business process, roles, and organizational structure.
• Proficiency in using Salesforce, Sales Navigator, and Outreach.
• The ability to travel for events.
• Proficiency in English.

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You’ll guide organizations through their digital transformation journeys, from planning through monitoring, using your technical expertise, understanding of cloud and modern software development practices, and strong customer empathy.

Reporting to a regional Solutions Architect manager and partnering closely with New Business Account Executives and cross-functional teams, you’ll own technical evaluations, shape solution architectures, and serve as the voice of the customer back to Product Management.

In your first year, you’ll focus on driving successful platform adoption, influencing revenue growth through solution selling, and building long-term, trust-based relationships that showcase GitLab’s differentiated position in an AI-driven DevSecOps landscape.

Responsibilities

• Lead technical discovery, demos, and validation to show how GitLab’s AI-powered DevSecOps platform meets customers’ technical and business needs.
• Drive the technical evaluation process, including solution design, POC/POV ownership, workshop design, and technical components of tenders, audits, and value stream assessments.
• Collaborate with New Business Account Executives and regional sales teams to shape and execute account strategies.
• Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven digital transformation.
• Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices.
• Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing.
• Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies.

Requirements

• Experience engaging with customers in technical pre-sales, consulting, or similar roles.
• Proficiency with the end-to-end software development lifecycle, including modern DevSecOps practices.
• Hands-on experience with GitLab or comparable source control, CI/CD, and collaboration platforms.
• Practical knowledge of cloud computing concepts and related technologies.
• Ability to lead technical evaluations and contribute to tenders or audits.
• Clear technical communication and presentation skills.
• Skill in building trusted relationships and acting as a customer advocate.

Benefits

• 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

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As a Senior Manager, Deal Desk, EMEA, you will lead the EMEA Deal Desk team, including hiring, enablement, operating rhythm, and ongoing iteration of the function within the region. You will own the end-to-end service model for Deal Desk and Order Management across EMEA, ensuring the function scales with the complexity, pace, and control requirements of a fast-growing public company.

Key responsibilities:

• Lead the EMEA Deal Desk team
• Own the end-to-end service model for Deal Desk and Order Management
• Serve as the regional escalation point for complex transactions
• Partner with the Global Deal Desk leader and peer regional managers
• Act as a strategic advisor to Sales leadership
• Create and deliver executive-ready insights on deal quality and pricing effectiveness

Requirements:

• Several years of manager experience in Deal Desk, Pricing Strategy, Revenue Operations, Sales Operations, Finance Operations, or a closely related quote-to-cash function in enterprise SaaS
• Proven success leading Deal Desk teams supporting complex, fast-growing sales organizations and cross-functional stakeholders
• Solid understanding of SaaS pricing models
• Working knowledge of bookings policy, revenue recognition principles, audit readiness, and public-company compliance requirements
• Experience operating or improving approval workflows, escalation paths, SLAs, deal review processes, and CRM or CPQ-enabled quoting operations

GitLab supports full-time employees with benefits such as flexible paid time off, team member resource groups, equity compensation, and a growth and development fund.

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As a Demo Architect, you'll build and improve tools, applications, and infrastructure that support field team demos, workshops, trials, and internal test environments across the field.

Responsibilities:

• Build and maintain tools, applications, and workflows that support demos, workshops, trials, and internal test environments.
• Expand the Demo Architect Portal to improve automation, self-service, and scalability for field teams and partners.
• Provision and support infrastructure that enables hands-on customer experiences across GitLab.com, demo instances, and internal environments.
• Collaborate with Solutions Architects, Account Executives, Customer Success, Marketing, Revenue Operations, UX, and Engineering to understand needs and deliver practical technical solutions.
• Learn and document go-to-market workflows and automate the steps that waste time.
• Create technical workshop assets and enablement content that support pre-sales and technical selling for individual contributors.
• Advise on sales opportunities when specialized technical demo support or custom solutions are needed.
• Improve the presenter experience by reducing manual setup work and making demo workflows easier to use and repeat.
• Support internal teams that rely on demo or test infrastructure, helping keep those environments available and useful.
• Troubleshoot urgent demo/workshop environment issues under pressure and communicate status clearly to stakeholders.

Requirements:

• Experience building software, systems, or internal tools that support technical users or business teams.
• Ability to deliver production-grade software and automation with attention to reliability, maintainability, and documentation.
• Ability to work across application development and infrastructure, with comfort navigating provisioning, automation, and service workflows.
• Familiarity with monitoring/observability tools to shorten investigation time when something breaks.
• Comfort communicating and collaborating with technical and non-technical stakeholders across Sales, Solutions Architecture, Customer Success, Marketing, UX, and Engineering.
• Understanding of how to design and iterate on solutions for usability and repeatability, not just technical correctness.
• Ability to operate independently in a remote, asynchronous environment, with willingness to travel periodically for team offsites and occasional in-person planning/whiteboarding sessions.
• Exposure to technical demos, workshops, trials, or enablement assets, and/or interest in learning the pre-sales context.

Benefits:

• 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

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As a Technical Recruiter, you'll partner with leaders across Engineering, Product, Security, and UX and own searches from intake through close. You'll build inclusive pipelines and use data and market insight to guide hiring decisions, while growing into a trusted talent advisor.

Responsibilities:

• Manage full-cycle searches for roles such as Backend and Frontend Engineers, Site Reliability Engineers, Security Engineers, Data Engineers, Engineering Managers, and Product Managers
• Lead intake and kickoff conversations to align hiring teams on role scope, technical requirements, team context, interview plans, and timelines
• Partner with hiring teams on structured, equitable technical interviews with clear competencies and actionable feedback
• Use talent-market research, compensation benchmarks, funnel metrics, and candidate feedback to shape search strategy and address hiring issues
• Assess technical candidates on depth of experience, scope and impact of past work, problem-solving, and open source or community contributions
• Build research-based, diversity-focused sourcing plans that balance applicants, passive talent, referrals, internal talent, and targeted outreach
• Deliver a thoughtful candidate experience through disciplined pipeline management, proactive communication, and timely feedback

Requirements:

• Intermediate-level recruiting experience
• Technical recruiting experience, or a strong interest in learning engineering and product disciplines
• Developing advisor skills: building stakeholder trust, influencing without authority, and managing hiring team expectations
• Experience building proactive, diversity-focused sourcing strategies and balanced pipelines
• A data-informed approach that turns funnel insights into practical actions
• Strong organization across multiple requisitions and clear written and verbal communication
• Experience with an applicant tracking system and recruiting tools such as Greenhouse, LinkedIn Recruiter, LinkedIn Insights, SeekOut

Benefits:

• Benefits to support 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

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You'll partner with leaders across Sales, Marketing, Customer Success, Professional Services, Field Operations, Enablement and Ecosystems and own searches from intake through close.

Your responsibilities include:

• Managing full-cycle searches for Account Executives, Solutions Architects, Customer Success, Sales Development, and Sales Operations
• Leading intake and kickoff conversations to align hiring teams on role scope, territory or segment, quota and ramp expectations, interview plans, and timelines
• Partnering with hiring teams on structured, equitable interviews with clear competencies and actionable feedback
• Using talent-market research, compensation and on-target earnings (OTE) benchmarks, funnel metrics, and candidate feedback to shape search strategy and address hiring issues
• Assessing sales candidates on track record, quota attainment, deal complexity, and experience relevant to GitLab's sales segments and approach
• Building research-based, diversity-focused sourcing plans that balance applicants, passive talent, referrals, internal talent, and targeted outreach
• Delivering a thoughtful candidate experience through disciplined pipeline management, proactive communication, timely feedback, and offer negotiations

To succeed in this role, you'll need:

• Intermediate-level recruiting experience, with a track record of owning full-cycle searches independently
• Sales or go-to-market recruiting experience, or a strong interest in learning sales segments, quotas, OTE, ramp time, territory design, and sales cycles
• Developing advisor skills: building stakeholder trust, influencing without authority, and managing hiring team expectations
• Experience building proactive, diversity-focused sourcing strategies and balanced pipelines
• A data-informed approach that turns funnel insights into practical actions
• Strong organization across multiple requisitions and clear written and verbal communication across time zones
• Experience with an applicant tracking system and recruiting tools such as Greenhouse, Metaview, LinkedIn Recruiter, LinkedIn Insights, SeekOut, or comparable platforms

The base salary range for this role is $86,400-$146,400 USD.

GitLab supports full-time employees with benefits to support health, finances, and well-being, flexible paid time off, team member resource groups, equity compensation and employee stock purchase plan, growth and development fund, and parental leave.

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What you'll do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Generate New Logo opportunities and Growth opportunities on existing customer accounts.
• Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets.
• Research and prioritize target accounts using business and industry knowledge.
• Execute a multi-touch outreach cadence to all prospects in your assigned territory.
• Manage, track, and accurately report all prospecting activities and pipeline in Salesforce.
• Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams.

What you'll bring

• Previous tech industry experience in an outbound sales development role is required.
• Positive and energetic phone skills, excellent listening skills, strong writing skills.
• Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.
• Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes.
• Alignment with our values and working in accordance with those values.
• Knowledge of business process, roles, and organizational structure.
• Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools.
• The ability to travel for events such as trainings, team offsites, customer meetings, etc.
• Proficiency in English, our company language, is required for effective communication.

About the team As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed.

Benefits

• 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

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As Director, Legal – Employment, you will own GitLab’s matters spanning the full employment relationship in EMEA, from recruiting and onboarding through compensation, performance, leave management, separation, and, when necessary, litigation.

Responsibilities:

• Provide senior, practical employment-law advice to team members and stakeholders across GitLab
• Directly manage matters across the employment lifecycle
• Directly negotiate and engage with works councils and employee representative bodies across EMEA jurisdictions
• Represent GitLab in, or directly manage outside counsel appearances for, labor courts, employment tribunals, and agency investigations
• Counsel People Business Partners, Team Member Relations partners, and business leaders on complex and sensitive team-member relations concerns
• Draft, review, negotiate, and maintain employment agreements, separation agreements, policies, templates, and related documentation across multiple jurisdictions
• Own employment compliance across EMEA and incorporate outside-counsel input into strategies that match the business
• Monitor and analyze changes in employment, privacy, and related laws; identify legal risks; and translate developments into practical recommendations and implementable guidance
• Lead the development and continuous improvement of scalable employment-law processes, systems, playbooks, templates, and supporting documentation for the Legal and People teams
• Provide employment advice in regions outside EMEA as needed
• Use GitLab to collaborate transparently and work effectively in an asynchronous, globally distributed environment.

Requirements:

• A Juris Doctor (JD), Bachelor of Laws (LLB), or local equivalent, admitted to practice in at least one EMEA jurisdiction
• Substantial, firsthand experience advising a multinational company with works councils across EMEA
• A demonstrated track record of advocating or managing outside counsel in labor courts, employment tribunals and analogous proceedings
• Deep knowledge of employment compliance requirements across EMEA, with the judgment to identify when advice from local counsel is needed
• Experience counseling People Business Partners, Team Member Relations partners, and business leaders on sensitive and complex employment matters
• Experience drafting, reviewing, and negotiating employment agreements, separation agreements, policies, templates, and related documentation across multiple jurisdictions
• Fluency with GDPR and other local privacy requirements related to team-member data
• Experience building or significantly improving legal processes, systems, playbooks, templates, and documentation that produce consistent outcomes at scale
• Strong issue-spotting, risk-assessment, and judgment skills, with the ability to provide clear recommendations and practical solutions
• The ability to manage a high volume of complex legal matters independently and bring them to resolution
• Clear communication and relationship-building skills, including the ability to serve as a trusted advisor to senior stakeholders across Legal, People, and the business
• A practical and creative approach to problem-solving, sound business judgment, attention to detail, and the ability to work across functions, time zones, and cultures
• Comfort working in a remote, globally distributed, asynchronous environment; willingness to learn and use GitLab in your day-to-day work.

Benefits:

• 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

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Job Overview As a Senior Contracts Manager, Commercial (EMEA), you'll help keep GitLab's commercial contracting moving by managing a varied pipeline of customer agreements, from established contracting work to more involved and complex negotiations. You'll work closely with sales and internal teams to keep deals on track while protecting GitLab's interests.

Responsibilities

• Manage a pipeline of commercial agreements across varying levels of complexity and stakeholder needs.
• Draft and review subscription agreements, artificial intelligence terms, regulatory annexes, professional services agreements, non-disclosure agreements, and related commercial documents.
• Negotiate contract terms directly with customer counterparts in a way that supports deal progress and protects GitLab's legal and business interests.
• Collaborate with sales teams and internal stakeholders to provide clear, timely guidance on contracting questions throughout the deal cycle.
• Assess contractual risk across your caseload and translate legal issues into practical options and recommendations for the business.
• Support sales enablement by creating practical guidance and helping sales team members understand and navigate contract terms.
• Maintain and improve team playbooks, templates, and process documentation to support consistent, scalable contracting practices.

Requirements

• Experience drafting, reviewing, and negotiating commercial contracts in a software or technology environment.
• Knowledge of technology-related agreements, including complex commercial arrangements, and contracts with structured regulatory or licensing considerations.
• Ability to balance business goals with legal risk using a practical, solutions-oriented approach.
• Skill in explaining contractual concepts clearly to non-legal stakeholders and external counterparts.
• Experience working across geographies and time zones, with awareness of differing commercial and regulatory norms in global contracting.
• Familiarity with Google Workspace and contract lifecycle management tools; experience with Ironclad is useful, and openness to learning GitLab's tools and workflows is important.
• A strong interest in AI tools and practical familiarity with their use in legal or commercial workflows, together with a thoughtful approach to their opportunities and limitations.
• Fluency in English, with additional language skills welcomed because they can support collaboration and negotiation across diverse markets.
• Professional fluency in French is a distinct advantage.
• Transferable experience from remote or asynchronous environments, or readiness to work effectively in that model, along with a law degree, paralegal certificate, or equivalent practical experience.
• Based in the UK or Ireland.

Benefits

• 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

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Responsibilities:

• Maximize customer retention rates through effective sales techniques over the phone, video, and email while minimizing customer churn and contraction.
• Execute the renewal process to ensure ARR is retained or expanded.
• Evaluate license usage and complete true-up requirements.
• Understand and align customer's business needs and goals to generate renewal quotes.
• Provide renewals administration support to Renewals Managers and Account Executives.
• Ensure renewals are closed on a timely basis.
• Collaborate with Sales and Customer Success Managers on renewals strategy and plans, leveraging customer analytics and metrics.
• Liaise with customers to ensure POs and order forms are accurately completed.

Requirements:

• Related sales or customer experience (e.g., SDR, BDR, sales ops, deal desk, customer service, CSM).
• Demonstrated progressive experience with B2B software sales.
• Experience with subscription GTM approaches for customer success management and renewals.
• Effective communicator with strong interpersonal and collaboration skills.
• Motivated, driven, and results-oriented.
• Strong negotiation, presentation, and closing skills.
• Preferred experience with technical products, DevOps, software development lifecycle, or application development.

Benefits:

• Benefits to support 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.

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