GitLab - Enablement Specialist, New Business
Requirements
• 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. • 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. • 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.
Responsibilities
• 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.
Benefits
• $81,200 - $174,000 USD • 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 • 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. • Country Hiring Guidelines:
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