GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this roleThe Enablement & GTM AI function is part of the CRO organization. Enablement is instrumental in helping GitLab grow at a more accelerated pace and achieve our ambitious revenue targets. The enablement organization comprises enablement leads serving the CRO business functions, a centralized content group, AI tech resources, and an operations team. This role reports to the Vice President, Enablement & AI Strategy. What You’ll Do - Support two VP organizations (New Business and Sales Development/SMB) with all their enablement needs from content build to training delivery to analytics. - Develop and lead the successful execution of enablement programs to ensure internal high velocity reps and leaders are equipped with content, resources, tools and training to effectively differentiate and sell the GitLab solution. - Partner with field leadership across the globe to identify needs, build out plans, and tailor/deliver content, customized to the nuances of the specific teams/markets. - Scope and build new enablement content, including programs focused on product knowledge, skill development, onboarding, leadership development, and many other areas, specifically for the New Business and Sales Dev organizations - Collaborate with the enablement content team, and other business SMEs to identify and develop role-specific training and enablement curriculum for the New Business and Sales Development teams. - Ensure alignment of enablement activities with key internal and external events, such as new product releases, customer meetings, campaigns, and essential industry trade shows. - Leverage Salesforce, Cornerstone, Gong, and other tools to deliver training and educate the field on how to use specific tools in the region and identify gaps to determine how to best support New Business and Sales Development teams - Equips field teams for AI best practices for areas such as account research, tiering, and messaging. - Develop seller training job aids, supporting materials, and assessments to enhance field effectiveness across the organization. - Measure and report on the effectiveness of enablement investments and the programs delivered. - Determine opportunities for improving the learning experience and identify innovative techniques for program delivery. What You’ll Bring - Demonstrated progressive experience in a software sales, new business/sales development, or enablement role. - Ability to continuously meet due dates and execute on projects with positive impact from stakeholders. - Experience building relationships with sales leaders and their teams. - Software sales or sales enablement experience, preferably with expertise in DevOps and/or Open Source. - Working knowledge of sales training technology and methodologies; demonstrable experience with enablement concepts, practices, and procedures. - Actively incorporates AI tools into daily practices to accelerate content development, program design, and ideation - and can model this behavior for the teams they support. - Relevant experience preparing, developing, and executing sales effectiveness strategies, tactics and action plans. - Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise (sales team, customers, channel partners, and internal support partners). - Strong ability to interact and influence effectively with field professionals and management. - Exceptional written/verbal communication and presentation skills. - Team player with strong interpersonal skills, skilled at project and change management and cross-functional collaboration. - Ability to thrive in a fast-paced, unpredictable environment. - Ability to use GitLab - Aligns with GitLab Values How GitLab will support you - 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. 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. United States Salary Range $139,000—$220,000 USD How GitLab Supports Full-Time Employees - 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 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.

• Make outbound calls to seller leads • Send follow-up texts and set appointments for listing agents • Log interactions in the team CRM • Participate in weekly team check-ins

• Lead & Coach: Manage a team of Client Acquisition Specialists, identifying individual strengths and implementing personalized development plans to hit conversion targets. • Design & Deliver Training: Create and facilitate workshops, role-plays, and 1:1 coaching sessions focused on active listening, trauma-aware communication, and confidence building. • Call Shadowing & Feedback: Conduct regular live call monitoring and recording reviews to provide tailored, actionable feedback that enhances both emotional presence and commercial results. • Master the Sales Cycle: Develop high-impact modules for premium B2C sales, including value-based selling, objection handling, and "soft closing" techniques. • Optimize the Script: Refine communication guidelines and scripts to ensure they remain authentic, ethical, and effective across different markets. • Onboarding: Establish a structured onboarding and certification process for new hires to ensure a fast and inspired ramp-up period. • Metric Tracking: Monitor key performance indicators (KPIs) to drive growth while ensuring every client interaction meets our high-standard boutique experience.

• Lead & Coach: Manage a team of Client Acquisition Specialists, identifying individual strengths and implementing personalized development plans to hit conversion targets. • Design & Deliver Training: Create and facilitate workshops, role-plays, and 1:1 coaching sessions focused on active listening, trauma-aware communication, and confidence building. • Call Shadowing & Feedback: Conduct regular live call monitoring and recording reviews to provide tailored, actionable feedback that enhances both emotional presence and commercial results. • Master the Sales Cycle: Develop high-impact modules for premium B2C sales, including value-based selling, objection handling, and "soft closing" techniques. • Optimize the Script: Refine communication guidelines and scripts to ensure they remain authentic, ethical, and effective across different markets. • Onboarding: Establish a structured onboarding and certification process for new hires to ensure a fast and inspired ramp-up period. • Metric Tracking: Monitor key performance indicators (KPIs) to drive growth while ensuring every client interaction meets our high-standard boutique experience.