Recruiter, GTM - GitLab

About GitLab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

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.

Overview of the Role

As a GTM Recruiter, you'll help GitLab build the go-to-market teams that drive our growth. In this individual contributor role, you'll partner with leaders across Sales, Marketing, Customer Success, Professional Services, Field Operations, Enablement, and Ecosystems, owning searches from intake through close. You'll build inclusive pipelines and use data and market insights to guide hiring decisions, growing into a trusted talent advisor.

What You'll Do

• Full-Cycle Recruiting: Manage full-cycle searches for Account Executives, Solutions Architects, Customer Success, Sales Development, and Sales Operations, delivering against recruiting goals with accurate, timely documentation in Greenhouse.
• Hiring Alignment: Lead intake and kickoff conversations to align hiring teams on role scope, territory or segment, quota and ramp expectations, interview plans, and timelines, with senior team guidance as needed.
• Equitable Interviewing: Partner with hiring teams on structured, equitable interviews with clear competencies and actionable feedback; challenge assumptions and escalate risks or blockers early.
• Market Insights: Use talent-market research, compensation and on-target earnings (OTE) benchmarks, funnel metrics, and candidate feedback to shape search strategy and address hiring issues.
• Candidate Assessment: Assess sales candidates on track record, quota attainment, deal complexity, and experience relevant to GitLab's sales segments and approach.
• Sourcing Strategy: Build research-based, diversity-focused sourcing plans that balance applicants, passive talent, referrals, internal talent, and targeted outreach.
• Candidate Experience: Deliver a thoughtful candidate experience through disciplined pipeline management, proactive communication, timely feedback, and offer negotiations that clearly explain compensation and OTE.
• Continuous Improvement: Improve recruiting practices by sharing learnings and reusable resources, using artificial intelligence (AI) responsibly, and representing GitLab's mission, values, and culture.

What You'll Bring

• Recruiting Experience: Full-cycle recruiting experience in competitive markets, including offer and compensation conversations.
• GTM Focus: Sales or go-to-market recruiting experience, or a strong interest in learning sales segments, quotas, OTE, ramp time, territory design, and sales cycles.
• Advisor Skills: Developing advisor skills: building stakeholder trust, influencing without authority, and managing hiring team expectations.
• Sourcing & Diversity: Experience building proactive, diversity-focused sourcing strategies and balanced pipelines.
• Data-Driven Mindset: A data-informed approach that turns funnel insights into practical actions.
• Organization & Communication: Strong organization across multiple requisitions and clear written and verbal communication across time zones, with attention to detail and candidate care.
• Tools & Tech: Experience with an applicant tracking system and recruiting tools such as Greenhouse, Metaview, LinkedIn Recruiter, LinkedIn Insights, SeekOut, or comparable platforms; ability to evaluate AI-generated work, protect confidential information, and share responsible workflows.
• B2B Software (Plus): Technology or business-to-business (B2B) software recruiting experience is helpful, not required.

About the Team

We work in a globally distributed, remote-first Talent Acquisition team where clear communication and reliable follow-through matter. Guided by GitLab’s operating principles, including Speed with Quality, Ownership Mindset, and Customer Outcomes, we take ownership, move with urgency and rigor, and focus on hiring outcomes that matter to our internal customers. We share learnings and create reusable resources to continually improve the quality and consistency of hiring across GTM teams.