Sales Policy Analyst

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Operations Analyst - Policy & RoE

GitLab is a forward-thinking organization dedicated to innovation and excellence. The GitLab DevOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We thrive on collaboration and are committed to fostering an inclusive environment that values diverse perspectives. We believe in the power of technology and are passionate about our employees and corporate values, which guide a culture where people embrace the belief that everyone can contribute. This position is 100% remote and based in the US time zone.

What you'll do: As a Sales Operations Analyst, you will play a critical role in refining and optimizing our Go To Market (GTM) Rules of Engagement (RoE) and ensuring adherence to internal policies. Your contributions will help streamline processes, support the Field Sales teams, and drive alignment across the organization. Key responsibilities include

• RoE & Policy Development: Analyze, design, and document scalable policies and Rules of Engagement that impact the Field Sales team.


• Policy Application: Apply a deep understanding of GTM policies to support and guide the Field Sales team, ensuring consistent compliance.


• Policy Escalations: Address inquiries and escalations via Salesforce Chatter, case requests, and the Sales Support Slack channel, ensuring proper policy application and compliance.


• Cross-Functional Collaboration: Partner with operations, strategy, Sales compensation, and other business teams to ensure consistent application of processes and policies across departments.


• Sales Systems Partnership: Collaborate with the Sales Systems team to enhance automation, streamline processes, and continuously improve RoE and policy-related functions.


• Insights & Recommendations: Identify gaps or areas for improvement in current policies and provide actionable recommendations to support scalability and growth. 


• Change Management:  Utilize impact analyses to create and implement effective, well-considered change management strategies. 


• Annual Planning & Policy Alignment: Collaborate with business stakeholders to review, update, and implement policies that align with evolving business objectives and needs.


• Knowledge Repository: Create and maintain a centralized repository of processes and best practices to support first-tier sales teams with clear and accessible documentation.

What You'll Bring:

• Solid understanding of Field Operations and its impact on business performance.


• Experience in developing and managing GTM policies and processes.


• Direct management of GTM Rules of Engagement.


• Proven ability to engage with cross-functional teams and stakeholders to drive collaboration and results.


• Strong analytical and strategic thinking skills, with the ability to problem-solve effectively.


• Detail-oriented with excellent organizational and multitasking skills.


• Proactive self-starter who thrives in a collaborative, cross-functional environment.


• Exceptional communication skills with the ability to interact effectively across all levels of the organization.


• Strong project management skills with the ability to prioritize and meet deadlines in a fast-paced environment.


• Proficiency in Salesforce and case management systems, with a focus on driving operational efficiency.


• A commitment to company values and fostering a positive, collaborative work culture.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

1. Mission: Everyone can contribute


2. Results: Fast growth, ambitious vision


3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests


4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel


5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals


6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives


7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego


8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)


9. Work/Life Harmony: Flexible workday, Family and Friends days


10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

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.

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