Senior Engagement Manager - EMEA

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.

Overview of the Role

As a Senior Professional Services Engagement Manager, you will play a critical role in driving GitLab’s growth in the EMEA region by structuring services engagements that create true partnership and shared success with our customers. You will lead efforts to design, position, and close outcome-oriented professional services engagements that translate complex DevSecOps and digital transformation initiatives into clear, measurable mission-critical outcomes.

Reporting to the Senior Manager of Engagement Management, EMEA, you will work at the intersection of technical solutioning and customer requirements, aligning each engagement to their unique needs and objectives. In your first year, you will build trusted advisor relationships with technical leaders and partners to help integrate professional services into account strategies from early discovery through successful delivery.

Example Projects

• Designing and structuring outcome-based professional services engagements that align GitLab capabilities to customers' needs.
• Partnering with account executives, solutions architects, and delivery leaders to turn complex DevSecOps transformations into clear, actionable implementation roadmaps and statements of work.

Key Responsibilities

• Build trusted advisor relationships with division chiefs, program managers, and technical leaders.
• Conduct discovery sessions with prospects and Systems Integrators to understand current-state capabilities, requirements, and desired business outcomes.
• Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and objectives.
• Structure engagements and commercial proposals to clear outcomes while maintaining flexibility for staff augmentation and packaged offerings when needed.
• Develop custom-scoped SOWs and staffing plans for complex implementations, engaging with technical architects and delivery leadership to ensure deliverability.
• Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the context of customer requirements.
• Gain agreement on scope and price while guiding customers through commercial terms, procurement processes, and contracting structures.
• Manage project- and account-level escalations, ensuring rapid resolution and maintaining customer confidence.
• Position consulting, training, success tiers, and additional solutions proactively to ensure successful outcomes and long-term customer retention.
• Facilitate solutioning sessions including implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering.
• Drive measurable outcomes by structuring services that support customer success metrics, accurately forecasting services bookings, and tracking key performance indicators related to bookings, margin, and attachment to strategic opportunities.
• Own the engagement lifecycle from initial discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery.

What You'll Bring

• 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, with the ability to connect technical solutions to mission objectives and measurable business outcomes.
• Effective communication and interpersonal skills with executive presence, able to build trusted advisor relationships with senior stakeholders.
• Highly developed facilitation, negotiation, and problem-solving skills, including guiding customers through acquisition processes and commercial structures.
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams in a fast-paced environment.
• Capacity to work autonomously and asynchronously in a fully remote setting, managing multiple complex opportunities while maintaining accurate forecasting.

Benefits & Work Culture

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups