GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
GitLab is looking to add an AI Revenue Operations Analyst to join our Revenue Tech team. In this role, you will build and advance GitLab's AI tooling strategy for revenue operations while architecting and implementing AI-powered automation workflows that optimize how we acquire, convert, and retain customers at scale. You'll design intelligent workflows using platforms like Workato (in partnership with IT) and manage vendor relationships for AI tools to drive measurable business outcomes across our entire revenue pipeline. This position is 100% remote and based in the US, British, or Central European time zone.
What you'll doDesign AI-Powered Revenue Solutions
- Actively shape GitLab's AI tooling strategy for revenue operations, including expanding AI functionality within existing tools, evaluating emerging AI platforms, managing vendor relationships for AI tools, and helping to implement governance frameworks for AI implementation across revenue teams
- Architect and implement sophisticated AI-powered workflows using platforms like Workato (in partnership with IT), integrating with LLM APIs and existing tools to create intelligent automation solutions
- Configure predictive analytics solutions including churn risk models, opportunity scoring and deal velocity insights, and revenue process optimization systems using low-code platforms and API integrations
- Design and orchestrate AI-enhanced research automation that eliminates manual qualification and prospecting tasks for revenue teams
- Configure and orchestrate experimentation frameworks using low-code platforms, connecting data sources and automating test execution to optimize go-to-market strategies
Systems Architecture & Strategic Impact
- Design end-to-end customer journey workflows using automation platforms and API orchestration
- Make technical architecture decisions for revenue systems, partnering with IT and senior team members on complex integrations while maximizing low-code platform capabilities
- Partner with Revenue Strategy & Operations teams and IT teams to translate complex business requirements into scalable AI-powered workflow solutions
- Design and implement automated workflows using tools like Workato, Zapier, and similar low code tools to orchestrate seamless data flow across revenue platforms
- Measure and report on business impact of AI automation solutions (conversion rates, deal velocity, productivity gains)
- Identify high-impact opportunities where AI workflow automation can drive competitive advantage
Technical Leadership & Collaboration
- Drive cross-functional initiatives that require sophisticated platform configuration and API integration expertise
- Collaborate with IT and Data teams on complex integrations, API requirements, and technical architecture decisions
- Establish automated monitoring and alerting systems that proactively identify warning signs throughout the customer journey
- Drive operational projects within the Revenue Strategy, Operations, and Enablement team by contributing AI-enhanced process improvements
- Document workflow solutions and create knowledge repositories that enable team scalability
- Share automation expertise, best practices and AI integration principles
What you'll bring
Technical & AI Integration Foundation
- Strong experience with workflow automation platforms (Workato strongly preferred) including complex logic, API orchestration, and error handling with the ability to collaborate effectively with IT teams on platform access and implementation
- Proven experience integrating LLM APIs (Anthropic, OpenAI, etc.) into business workflows through automation platforms and understanding of prompt engineering for business outcomes
- Experience with low-code automation tools and ability to evaluate platform capabilities for AI-enhanced use cases
Revenue Operations & Business Expertise
- Proven ability to architect sophisticated workflow solutions that solve complex business problems with systems thinking approach to end-to-end customer experience optimization
- Deep understanding of B2B SaaS revenue models, sales processes, and customer lifecycle management
- History of evaluating and procuring revenue tools including running RFPs, implementation, enablement, ongoing adoption, and vendor relationship management
- Strong analytical and problem-solving skills with ability to translate business requirements into technical workflow specifications
Sense of Ownership & Collaboration Skills
- Takes full accountability for AI automation and revenue technology outcomes, proactively identifying and solving problems within their scope before they impact the business
- Excellent communication and stakeholder management skills with ability to work effectively with IT teams, Revenue Operations, and Field Org team members
- Proven ability to manage competing priorities, take initiative on process improvements, and deliver sophisticated technical solutions
- Interest in GitLab's mission and alignment with our values of collaboration, results, efficiency, diversity, and transparency
Preferred Experience
- Previous experience in revenue operations, sales operations, or marketing operations roles with AI/automation components and demonstrated ownership of technical outcomes
- Background in data science, analytics, or business intelligence with application to revenue processes
- Experience driving technology evaluation, procurement, and implementation projects from conception through adoption
- Familiarity with privacy regulations (GDPR, CCPA) and their technical implementation requirements
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- 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.
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.
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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