Manager, Global Sales Development Operations

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to enhance developer productivity and accelerate digital transformation. As the Manager of Global Sales Development Operations, you will improve outbound pipeline generation through better tools and processes while collaborating with various teams to enhance sales development operations.

Responsibilities:

• Influence and partner with sales development, sales, marketing, and other stakeholders to drive consistent sales development operations across regions
• Evaluate, select, implement, and integrate the sales development tool stack, including Salesforce, Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, Drift, and related tools
• Establish clear workflows, documentation, and operating rhythms that make outbound execution more consistent and scalable
• Set up regular check-ins with sales development leaders and Customer Success Managers (CSMs) to support adoption, identify gaps, and improve day-to-day execution
• Design and improve outbound pipeline generation processes, with an emphasis on first-order Sales Accepted Opportunities (SAOs) and clean handoffs
• Identify process improvement opportunities and iterate on business development representative (BDR) workflows to reduce friction and improve performance
• Standardize and maintain sales development playbooks, meeting agendas, shared views, and issue templates and boards to improve visibility and accountability

Requirements:

• Experience building go-to-market operations strategy and using business analytics to guide decisions and prioritize work
• Working knowledge of sales development tools and data flows, including Salesforce and outbound platforms such as Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, and Drift
• Ability to lead and coach others on setting clear priorities and driving consistent execution in a changing environment
• Skilled at partnering across functions, especially with sales and marketing, and working effectively with senior and executive stakeholders
• Experience designing and improving sales development processes and workflows, with a focus on outbound pipeline generation and business development representative workflows
• Ability to standardize, document, and monitor operating rhythms and adoption (playbooks, meeting agendas, tool views, and issue templates or boards)
• Strong problem-solving and communication skills, including translating insights into clear recommendations and practical workflow changes