Director, Revenue Analytics

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.

As Director, Revenue Analytics, you will lead a high-performing team of analysts and own the strategic vision for sales, customer success, and professional services data and analytics across the organization. You will serve as a key business partner to executive leadership, driving data-informed decision-making that shapes GitLab's go-to-market strategy, customer experience, and revenue growth throughout the entire customer lifecycle. This role requires both strategic thinking and operational excellence, partnering closely with Sales Strategy, Customer Success, Professional Services, Revenue Operations, Marketing, Finance, and Enterprise Data & Analytics teams to deliver insights that drive business outcomes.

What you'll do

Leadership & Team Development

• Lead and develop a team of sales and customer analytics professionals, fostering a culture of analytical rigor, innovation, and continuous improvement
• Build specialized analytics capabilities across the revenue lifecycle: new business, expansion, retention, and services
• Establish analytics best practices and mentor team members on advanced analytical techniques

Strategic Analytics & Insights

• Own the strategic analytics roadmap for Sales, Customer Success, and Professional Services, identifying opportunities to leverage data and insights for competitive advantage
• Partner directly with C-level and VP-level executives to inform strategic decisions through data-driven insights and recommendations
• Identify and champion strategic initiatives that improve sales productivity, customer retention, services utilization, and overall revenue performance

Sales Analytics

• Design and oversee enterprise-level sales forecasting models and processes, ensuring accuracy and reliability for board-level and external public reporting
• Develop analytics frameworks to optimize pipeline generation, conversion, and velocity across all sales segments
• Build predictive models for lead scoring, opportunity win probability, and deal forecasting
• Analyze sales capacity, productivity, and territory effectiveness to inform resource allocation

Customer Success Analytics

• Design customer health scoring and predictive models to identify churn risk, expansion opportunity, and at-risk renewals; develop NRR/GRR analytics with cohort-based analysis and forecasting
• Build comprehensive customer lifecycle analytics frameworks tracking onboarding velocity, time-to-value, product adoption, feature usage, engagement patterns, and expansion/upsell opportunities
• Create customer segmentation and resource optimization models to optimize CSM coverage, capacity planning, and productivity metrics including customer-to-CSM ratios and outcome correlation
• Partner with Customer Success leadership on strategic planning, capacity modeling, team performance optimization, and data-driven playbook development
  

Professional Services Analytics

• Develop utilization, profitability, and margin analytics for services delivery teams; build