Senior Engagement Manager, EMEA

• Design and structure outcome-based professional services engagements aligned with customer needs
• Partner with account executives, solutions architects, and delivery leaders on implementation roadmaps and statements of work
• Build trusted advisor relationships with division chiefs, program managers, and technical leaders
• Conduct discovery sessions with prospects and Systems Integrators
• Design services proposals aligned with customer success metrics and objectives
• Structure engagements and commercial proposals, including staff augmentation and packaged offerings
• Develop custom-scoped SOWs and staffing plans for complex implementations
• Articulate GitLab’s services value proposition, catalog offerings, and implementation methodologies
• Guide customers through scope, pricing, procurement, and contracting
• Manage project- and account-level escalations
• Position consulting, training, success tiers, and additional solutions
• Facilitate implementation roadmapping, enterprise strategy, and executive-level requirements sessions
• Forecast services bookings and track KPIs related to bookings, margin, and strategic opportunity attachment
• Own the engagement lifecycle from discovery and pre-sales solutioning through transition to delivery
• Influence cross-functional teams and feed customer insights into sales, delivery, and practice management
• Prioritize services opportunities and advise on risk management, negotiation strategies, and commercial structures
• Train field teams on positioning and selling professional services and improve go-to-market processes

• Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the region
• Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects
• Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives
• Ability to connect technical solutions to mission objectives and measurable business outcomes
• Effective communication and interpersonal skills with executive presence
• Ability to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders
• Highly developed facilitation, negotiation, and problem-solving skills
• Ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams
• Ability to work autonomously and asynchronously in a fully remote setting
• Ability to manage multiple complex opportunities while maintaining accurate forecasting and alignment with GitLab values and goals

• 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
• Parental Leave