Enablement Specialist, GitLab
New Business
$81.2-174k
Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. Offers bonuses and equity
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$81.2-174k
Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. Offers bonuses and equity
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- Experience in enablement and/or new business sales, with a strong understanding of outbound, high-growth sales motions and what it takes to win new logos
- Experience in new business sales that builds credibility to coach Account Executives and Business Development Representatives (BDRs/SDRs) on prospecting, discovery, and deal progression
- Strong facilitation and coaching skills, including running 1:1 and group sessions and reviewing recorded calls (for example, via Gong or Chorus) to deliver clear, actionable feedback
- Ability to partner with sellers on deal strategy, including helping map buying committees, navigate to executive stakeholders, and develop competitive approaches for high-value opportunities
- Experience building and maintaining practical enablement assets, such as playbooks, messaging frameworks, and objection handling guidance tailored to new customer acquisition
- Hands-on onboarding and ramp experience, with a focus on driving measurable time-to-productivity outcomes for new hires
- A data-driven approach to enablement, defining success metrics (for example, ramp time and conversion rates) and using insights to continuously improve programs
- Strong cross-functional collaboration skills, partnering with Marketing and Product to incorporate the voice of the prospect, and able to work effectively in an all-remote, asynchronous environment with clear written communication and strong ownership
- If you're excited about this role, please apply and allow our recruiters to assess your application
What the job involves
- As an Enablement Specialist, New Business at GitLab, you'll build and run the enablement infrastructure that helps our Account Executives and Business Development Representatives earn new logos faster and more consistently
- You'll partner closely with GTM leadership and cross-functional teams to develop the skills, frameworks, and coaching rhythm that move sellers from onboarding to confident execution in the field
- Your focus is practical and outcomes-driven: ensure new business sellers are ready to prospect, run discovery, articulate GitLab's value, and advance deals on or before Day 91 after hire, in an all-remote, values-driven environment
- Some examples of our projects:
- Building and owning a New Business Playbook with clear messaging, objection handling, and value propositions for untapped market segments
- Reviewing and coaching to recorded sales calls using call intelligence tools to identify skill gaps, improve execution, and shorten ramp time for new logo acquisition
- Conduct regular 1:1 and group coaching sessions for Account Executives and Business Development Representatives focused on outbound prospecting, discovery, deal progression, and closing new logo opportunities
- Review recorded sales calls using call intelligence tools (for example, Gong or Chorus) to identify skill gaps, diagnose team-wide trends, and provide clear, actionable feedback that improves performance
- Partner with reps and sales leadership to develop deal strategies for high-value opportunities, including whiteboarding account plans, mapping stakeholders, and building approaches to outmaneuver competitors
- Own and continuously improve the New Business Playbook, including messaging by segment, objection handling, discovery frameworks, and value proposition guidance for new customer acquisition
- Lead and execute the Academy onboarding experience for new business sellers, with the goal of getting reps productive quickly and working active deals on or before Day 91 after hire
- Drive adoption and reinforcement of the GitLab sales methodology for new customer acquisition through enablement sessions, role plays, certifications, and ongoing reinforcement in the flow of work
- Build a feedback loop with Marketing and Product to share the voice of the prospect, improving lead generation, messaging, and product direction based on field insights
- Track and report enablement impact using defined metrics such as ramp time, meeting-to-opportunity conversion, and win rates for new logos, and use insights to iterate on programs and content
- The Sales Enablement team partners with Sales leadership, Marketing, Product, and Revenue Operations to help new business sellers consistently execute what works, from first outreach through closed-won
- You'll join a fully remote, globally distributed team that works asynchronously with account executives, business development representatives (BDRs/SDRs), and cross-functional stakeholders to build practical enablement that improves day-to-day seller performance
- We're currently focused on strengthening new logo acquisition by building repeatable plays, coaching frameworks, and onboarding programs that help new business sellers get productive fast, while using clear metrics like ramp time, meeting-to-opportunity conversion, and win rates to understand what's working and where to iterate
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435.2m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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