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As a Revenue Systems & Processes Manager, you will be the technical business partner that connects Revenue Strategy & Operations (RSO), IT, and go-to-market teams to deliver scalable, efficient revenue systems and processes. You will translate complex business needs from across RSO—including Sales Operations, Customer Success Operations, Professional Services Operations, and Deal Desk—into clear, actionable requirements for IT teams, primarily across our Salesforce landscape and related tools like Zuora, Ironclad, Clari, and Gainsight. Reporting to the Director of Revenue Systems & Processes, you will manage internal RSO project prioritization, drive cross-functional initiatives from requirements through implementation, and serve as product owner for revenue systems projects. Over your first year, you will establish yourself as the trusted technical adviser for revenue systems, building partnerships across RSO and IT, shaping the roadmap for seller experience improvements, and supporting initiatives that enable our sales organization to operate efficiently.
Some examples of our projects:
- Implementing a new Salesforce-based deal approval matrix, from gathering requirements with business leads through handoff and execution with IT
- Partnering with RSO, IT, and Legal on Zuora CPQ and Ironclad CLM implementations and optimizations
- Optimizing Professional Services operations workflows in Salesforce to support PS transformation initiatives
- Lead discovery and requirements-gathering with Revenue Strategy & Operations (RSO) teams including Sales Operations, Customer Success Operations, Professional Services Operations, Deal Desk, and other go-to-market functions to translate business needs into clear, complete system and process requirements that reduce time from concept to IT intake and minimize scope changes.
- Develop and document detailed business and technical requirements, process flows, and use cases for Salesforce, Zuora CPQ, Ironclad CLM, and related tools to enable scalable, recurring SaaS quote-to-cash workflows and improve the quality and completeness of requirements delivered to IT.
- Act as technical adviser and product owner for RSO projects, developing deep familiarity with Salesforce technical architecture to serve as voice of the customer in solution design and delivery, collaborating with IT to identify, scope, design, and deliver solutions (not as developer or administrator).
- Own end-to-end delivery of revenue systems projects across the RSO organization (such as approval workflows, CPQ configurations, system integrations, and process optimizations), from scoping and prioritization through IT handoff, testing, and rollout, ensuring projects are delivered on time, within agreed scope, and aligned to go-to-market priorities.
- Manage internal RSO project and systems work prioritization, partnering with RSO and Sales leadership to align the revenue systems roadmap with strategic organizational goals, go-to-market strategy, and operational metrics, ensuring investments support sales productivity and revenue growth.
- Collaborate with IT program managers, Salesforce administrators, and Business Technology teams to design, validate, and implement changes across Salesforce and connected revenue applications, driving higher system adoption and more efficient seller workflows.
- Manage handbook optimization, process workflow documentation, and Seller Experience Release Digests and surveys to support sales enablement, improving documentation accessibility and seller satisfaction with systems and processes.
- Establish and run recurring system optimization processes (for example, field utilization reviews and data hygiene audits) with IT partners, analyzing findings and driving implementation of improvements that enhance data quality and reporting accuracy.
- Monitor and communicate the impact of systems and process changes using agreed KPIs (including project delivery timelines, system adoption, and stakeholder satisfaction) to inform continuous improvement and future roadmap decisions.
- Experience as a Business Systems Analyst, Technical Program Manager, CRM Analyst, Product Owner, or in a related field, with a strong foundation in business analysis and product ownership for lead-to-cash, CRM, CPQ, etc.
- Experience working with revenue operations, sales operations, or go-to-market teams in a SaaS or recurring revenue business environment.
- Practical understanding of Salesforce in a mid-size to large sales organization, including how data models, workflows, and approval processes support sales motions.
- Background that combines technical systems exposure (for example Salesforce administration or business systems roles) with business-facing work in sales operations, revenue operations, customer success operations, or related go-to-market functions.
- Experience translating business needs into clear business and technical requirements and partnering with IT or Business Technology teams to deliver solutions
- Familiarity with revenue systems and related tools such as Salesforce CRM, CPQ, billing, contract lifecycle management (e.g.,Ironclad), customer success platforms (e.g., Gainsight), and revenue intelligence tools (e.g., Clari).
- Ability to plan, coordinate, and track cross-functional projects, aligning stakeholders and managing dependencies from scoping through delivery.
- Communication skills to work with a wide range of partners, from technical teams to sales leaders, and to facilitate trade-offs and prioritization.
The Revenue Systems & Process Manager will be the second hire to join the Revenue Systems and Processes team within Revenue Operations, working closely with Sales, Deal Desk, Business Technology, and other go-to-market partners. The team acts as the technical business partner for our revenue organization, helping define business requirements, translate them into system and process changes, and guide cross-functional projects from idea through implementation. You'll collaborate asynchronously with partners across time zones, especially in RevOps and IT, to support and improve our Salesforce based revenue tech stack and related tools like Zuora CPQ and Ironclad CLM. The team is focused on scaling a complex, subscription based sales environment, improving how work is prioritized and executed between RevOps and IT, and driving revenue systems transformations that make it easier for GitLab's sales teams to sell and for customers to buy.
Performance indicators for this role include:As with all roles in the Sales department, the Revenue Systems & Process Manager participates in the Sales KPIs.
- Quality and completeness of project requirements delivered to IT with reduced time from conception to intake
- Reduced scope changes post-IT handover and improved project delivery timelines
- System adoption metrics improvement and workflow optimization impact
- Handbook and process documentation quality and accessibility
- Stakeholder satisfaction with project management support and cross-functional communication effectiveness
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
- 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.
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