Senior Director, Revenue Analytics

About the role

You will lead a high-performing team of analytics professionals and own the strategic vision and execution for sales and customer experience data and analytics across GitLab. You will serve as a key business partner to executive leadership, using data to shape GitLab's go-to-market strategy, customer experience, and revenue growth throughout the customer lifecycle. This role requires you to combine strategic thinking with operational excellence while partnering closely with Sales Strategy, Customer Success, Professional Services, Revenue Operations, Marketing, Finance, and Enterprise Data & Analytics. You will leverage AI as a core productivity multiplier and expect the team to incorporate AI into daily workflows to drive efficiency, innovation, and impact. Your work will enable the organization to migrate GTM functions to a consumption-based business model and deliver insights that drive measurable business outcomes.

Key facts

What you'll do

Lead and develop the Revenue Analytics team, setting analytics standards and building scalable capabilities to support GitLab's growth.

Support AI self-serve initiatives within the Field through certified data sets and coordination with Enterprise Data on semantic layers and metric definitions.

Lead a team building insights via AI tooling and solutions alongside legacy BI solutions to balance innovation with reliability.

Own the analytics roadmap across sales, customer success, and professional services to improve sales productivity, retention, services utilization, and revenue performance.

Develop and support forecasting, pipeline, capacity, and predictive models to improve forecast accuracy, conversion, velocity, resource allocation, and revenue planning.

Build customer lifecycle analytics for onboarding, product adoption, engagement, churn risk, expansion, NRR, and GRR to improve customer outcomes and retention.

Provide strategic leadership on the metrics, insights, and data necessary to help the GTM functions migrate to a consumption-based business model.

Create executive artifacts for recurring use, integrated reporting, attribution models, and strategic analyses that connect acquisition, post-sale, and services performance.

Partner with executive leaders and teams across Revenue Operations, Marketing, Finance, Product, Professional Services, and Enterprise Data & Analytics to turn business questions into clear, actionable recommendations.

Establish data governance and reporting frameworks that improve data quality and provide reliable insights for executive, board, and external reporting requirements.

Champion experimentation and continuous improvement by analyzing the impact of initiatives and providing evidence-based recommendations to leadership.

Translate complex data sets and analyses into clear narratives and visualizations that enable non-technical stakeholders to make confident decisions.

Ensure analytics practices align with GitLab's values of transparency, inclusion, and continuous learning while fostering a culture of curiosity and collaboration.

Drive the adoption of data-driven decision-making across revenue organizations by enabling self-serve analytics and reducing reliance on manual reports.

Requirements

You must have experience leading analytics teams and developing team members in sales, customer, revenue operations, business intelligence, or consulting environments.

You must possess knowledge of business-to-business software-as-a-service business models, sales processes, and revenue metrics across the customer lifecycle from acquisition to expansion.

You must have experience with consumption-based metrics and business models to support strategic decisions on pricing, packaging, and monetization.

You must demonstrate the ability to develop strategic analytics roadmaps, translate complex data into clear insights, and influence executive-level decisions without direct authority.

You must have deep experience with customer success analytics, including health scoring, churn prediction, cohort analysis, and retention strategies to identify risks and opportunities.

You must be proficient in forecasting, pipeline analysis, capacity planning, and predictive modeling techniques to improve forecast accuracy and resource allocation.

You must have a strong understanding of data governance, reporting standards, and data quality best practices to ensure trust in analytics outputs.

You must have experience working with large, complex data sets and analytical tools to derive insights that impact revenue performance and customer outcomes.

Practical notes

This role is fully remote within the United States. GitLab is an equal opportunity employer and values transparency, inclusion, and continuous learning. The high-performance culture is driven by company values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. You are encouraged to co-create the future by applying through GitLab's official career site and joining a global team committed to driving digital transformation through DevSecOps.