Senior Marketing Operations Manager - Account Based Marketing

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

An Overview of this Role

The Senior Marketing Operations Manager role is a strategic and hands-on role designed to drive Account Based Marketing performance through data excellence and sophisticated account intelligence within the organization. This role demands a technical and analytical expert who can optimize ABM campaigns, manage Marketing Qualified Account (MQA) targeting processes, and leverage our ABM technology stack to maximize account engagement. You'll be responsible for maintaining account data quality, implementing advanced ABM orchestration strategies, and optimizing campaign performance while continuously improving our ABM operational efficiency and account-driven marketing capabilities.

What You’ll Do

• Oversee strategic and operational initiatives focused on Account Based Marketing, including MQA identification, targeting, and nurturing to drive ABM performance improvements and accelerate our account-based growth trajectory
• Collaborate across marketing and sales teams to structure ABM-related challenges, conduct account analysis, and drive to solutions through a rigorous, data-driven ABM process
• Create and manage detailed project plans for ABM initiatives with clearly defined deliverables and resources, coordinate ABM work streams and dependencies with meticulous attention to detail, track and communicate progress on account engagement metrics
• Solve complex ABM campaign and account quality challenges with significant business impact while working independently and leveraging manager feedback on critical account targeting strategies
• Provide strategic input on ABM technology and account data decisions, explaining complex ABM concepts and influencing others to adopt account-centric marketing approaches
• Ensure effective coordination between ABM tools, marketing automation, and CRM systems

Own and optimize marketing technology stack, including:

• 6sense: Full administration for account identification, intent monitoring, and MQA scoring
• Develop and implement AI-driven marketing technologies and workflows
• Ensure seamless data flow and integration between marketing tools and other business systems
• Mutiny: Full administration
• Develop and implement AI-driven ABM technologies and account-based workflows
• Drive continuous improvement of marketing technology performance & data quality through advanced analytics, reporting, and strategic optimization

What You’ll Bring

• Experience with Account Based Marketing platforms and strategies, particularly 6sense for account identification and intent monitoring
• Technical proficiency with Salesforce.com for ABM data management and sales-marketing alignment
• Understanding of MQA processes and account-based lead scoring methodologies
• Experience with website personalization tools (Mutiny preferred) for account-based experiences
• Excellent analytical and and problem-solving skills with strong attention to data accuracy and quality
• Ability to work successfully with little guidance while maintaining exceptional attention to detail and organizational standards
• Strong capacity to model organizational competencies and contribute to high-performing team dynamics
• Excellent spoken and written English with exemplary communication skills, including ability to concisely present project deliverables and explain technical concepts to non-technical stakeholders

About the team

The Marketing Operations team at GitLab serves as the backbone that enables the entire Marketing organization to function efficiently and effectively. We’re the engine behind GitLab’s marketing machine, supporting Marketing with best-in-class technology, data, and process. We’re the problem-solvers who transform marketing ideas into execution, ensuring that solutions are implemented in a scalable and measurable fashion. Our team tackles exciting challenges like modernizing our marketing tech stack, optimizing lead to opp conversion rates, and building analytics dashboards that drive strategic decisionmaking– all while continuously evolving GitLab's marketing capabilities in a fast-paced environment where technology is changing on a daily basis.