Revenue Systems & Processes Manager

An overview of this role

As a Revenue Systems & Processes Manager, you will be the technical business partner that connects Revenue Strategy & Operations (RSO), IT, and go-to-market teams to deliver scalable, efficient revenue systems and processes. You will translate complex business needs from across RSO—including Sales Operations, Customer Success Operations, Professional Services Operations, and Deal Desk—into clear, actionable requirements for IT teams, primarily across our Salesforce landscape and related tools like Zuora, Ironclad, Clari, and Gainsight. Reporting to the Director of Revenue Systems & Processes, you will manage internal RSO project prioritization, drive cross-functional initiatives from requirements through implementation, and serve as product owner for revenue systems projects. Over your first year, you will establish yourself as the trusted technical adviser for revenue systems, building partnerships across RSO and IT, shaping the roadmap for seller experience improvements, and supporting initiatives that enable our sales organization to operate efficiently.

Some examples of our projects:

• Implementing a new Salesforce-based deal approval matrix, from gathering requirements with business leads through handoff and execution with IT
• Partnering with RSO, IT, and Legal on Zuora CPQ and Ironclad CLM implementations and optimizations
• Optimizing Professional Services operations workflows in Salesforce to support PS transformation initiatives

What you'll do

• Lead discovery and requirements-gathering with Revenue Strategy & Operations (RSO) teams including Sales Operations, Customer Success Operations, Professional Services Operations, Deal Desk, and other go-to-market functions to translate business needs into clear, complete system and process requirements that reduce time from concept to IT intake and minimize scope changes.
• Develop and document detailed business and technical requirements, process flows, and use cases for Salesforce, Zuora CPQ, Ironclad CLM, and related tools to enable scalable, recurring SaaS quote-to-cash workflows and improve the quality and completeness of requirements delivered to IT.
• Act as technical adviser and product owner for RSO projects, developing deep familiarity with Salesforce technical architecture to serve as voice of the customer in solution design and delivery, collaborating with IT to identify, scope, design, and deliver solutions (not as developer or administrator).
• Own end-to-end delivery of revenue systems projects across the RSO organization (such as approval workflows, CPQ configurations, system integrations, and process optimizations), from scoping and prioritization through IT handoff, testing, and rollout, ensuring projects are delivered on time, within agreed scope, and aligned to go-to-market priorities.
• Manage internal RSO project and systems work prioritization, partnering with RSO and Sales leadership to align the revenue systems roadmap with strategic organizational goals, go-to-market strategy, and operational metrics, ensuring investments support sales productivity and revenue growth.
• Collaborate with IT program managers, Salesforce administrators, and Business Technology teams to design, validate, and implement changes across Salesforce and connected revenue applications, driving higher system adoption and more efficient seller workflows.
• Manage handbook optimization, process workflow documentation, and Seller Experience Release Digests and surveys to support sales enablement, improving documentation accessibility and seller satisfaction with systems and processes.
• Establish and run recurring system optimization processes (for example, field utilization reviews and data hygiene audits) with IT partners, analyzing findings and driving implementation of improvements that enhance data quality and reporting accuracy.
• Monitor and communicate the impact of systems and process changes using agreed KPIs (including project delivery timelines, system adoption, and stakeholder satisfaction) to inform continuous improvement and future roadmap decisions.

What you'll bring

• Experience as a Business Systems Analyst, Technical Program Manager, CRM Analyst, Product Owner, or in a related field, with a strong foundation in business analysis and product ownership for lead-to-cash, CRM, CPQ, etc.
• Experience working with revenue operations, sales operations, or go-to-market teams in a SaaS or recurring revenue business environment.
• Practical understanding of Salesforce in a mid-size to large sales organization, including how data models, workflows, and approval processes support sales motions.
• Background that combines technical systems exposure (for example Salesforce administration or business systems roles) with business-facing work in sales operations, revenue operations, customer success operations, or related go-to-market functions.
• Experience translating business needs into clear business and technical requirements and partnering with IT or Business Technology teams to deliver solutions
• Familiarity with revenue systems and related tools such as Salesforce CRM, CPQ, billing, contract lifecycle management (e.g.,Ironclad), customer success platforms (e.g., Gainsight), and revenue intelligence tools (e.g., Clari).
• Ability to plan, coordinate, and track cross-functional projects, aligning stakeholders and managing dependencies from scoping through delivery.
• Communication skills to work with a wide range of partners, from technical teams to sales leaders, and to facilitate trade-offs and prioritization.

About the team

The Revenue Systems & Process Manager will be the second hire to join the Revenue Systems and Processes team within Revenue Operations, working closely with Sales, Deal Desk, Business Technology, and other go-to-market partners. The team acts as the technical business partner for our revenue organization, helping define business requirements, translate them into system and process changes, and guide cross-functional projects from idea through implementation. You'll collaborate asynchronously with partners across time zones, especially in RevOps and IT, to support and improve our Salesforce based revenue tech stack and related tools like Zuora CPQ and Ironclad CLM. The team is focused on scaling a complex, subscription based sales environment, improving how work is prioritized and executed between RevOps and IT, and driving revenue systems transformations that make it easier for GitLab's sales teams to sell and for customers to buy.

Performance indicators for this role include:

As with all roles in the Sales department, the Revenue Systems & Process Manager participates in the Sales KPIs.

• Quality and completeness of project requirements delivered to IT with reduced time from conception to intake
• Reduced scope changes post-IT handover and improved project delivery timelines
• System adoption metrics improvement and workflow optimization impact
• Handbook and process documentation quality and accessibility
• Stakeholder satisfaction with project management support and cross-functional communication effectiveness