Senior Director, Revenue Analytics

Details

GitLab is seeking a Senior Director, Revenue Analytics to lead a high-performing analytics team and own the strategic vision and execution for sales and customer experience data and analytics. The role partners with executive leadership and teams across Sales Strategy, Customer Success, Professional Services, Revenue Operations, Marketing, Finance, Product, and Enterprise Data & Analytics to shape go-to-market strategy, customer experience, and revenue growth throughout the customer lifecycle.

The role combines strategic thinking with operational excellence and focuses on scalable analytics capabilities, AI-enabled insights, business intelligence, forecasting, customer lifecycle analytics, and data governance.

Responsibilities

• Lead and develop the Revenue Analytics team, set analytics standards, and build scalable capabilities to support GitLab's growth.
• Support AI self-service initiatives within the field through certified datasets, semantic layers, and metric definitions in coordination with Enterprise Data.
• Lead a team building insights with AI tooling and solutions alongside legacy business intelligence solutions.
• 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, net revenue retention (NRR), and gross revenue retention (GRR).
• Provide strategic leadership on metrics, insights, and data needed to support migration to a consumption-based business model.
• Create recurring executive artifacts, integrated reporting, attribution models, and strategic analyses connecting acquisition, post-sale, and services performance.
• Partner with executive leaders and cross-functional teams to translate business questions into clear recommendations.
• Establish data governance and reporting frameworks that improve data quality and provide reliable insights for executive, board, and external reporting.

Requirements

• Experience leading analytics teams and developing team members in sales, customer, revenue operations, business intelligence, or consulting environments.
• Knowledge of business-to-business software-as-a-service business models, sales processes, and revenue metrics across the customer lifecycle.
• Experience with consumption-based metrics and business models.
• Ability to develop strategic analytics roadmaps, translate complex data into clear insights, and influence executive-level decisions.
• Experience with customer success analytics, including health scoring, churn prediction, NRR and GRR analysis, segmentation, and expansion analytics.
• Experience with sales and professional services analytics, including forecasting, revenue planning, utilization, project profitability, and services-led growth metrics.
• Ability to work with large, complex datasets to develop analytical frameworks that inform resource allocation, capacity planning, and customer outcomes.
• Advanced proficiency with AI tools such as Claude, OpenAI, and Gemini; business intelligence tools such as Tableau, Hex, and Omni; SQL; data modeling; statistical analysis; and predictive modeling for customer analytics.
• Familiarity with customer data platforms, product analytics tools such as Gainsight or Pendo, services management systems, and other business intelligence platforms is a plus.

Team

The Revenue Analytics team works as full-stack analytics business partners, turning stakeholder questions into clear insights. The team applies analytic engineering, data structure best practices, business intelligence, data visualization, ad hoc analytics, project management, and AI implementation to provide the right data in the right format at the right time.

Benefits

• Benefits supporting health, finances, and well-being
• Flexible paid time off
• Team member resource groups
• Equity compensation and employee stock purchase plan
• Growth and development fund
• Parental leave