Professional Services Engagement Manager

An overview of this role

As an Engagement Manager, Professional Services, you will help drive GitLab's growth by shaping services engagements that create strong partnerships and mutual success with our customers. You will scope outcome-oriented professional services engagements that turn complex DevSecOps and software delivery initiatives into clear, measurable business outcomes. Reporting to the Senior Manager, Engagement Management, you will work at the intersection of technical solutioning and commercial scoping, advancing opportunities within your assigned territory. In this role, you will conduct discovery, build tailored proposals, and partner with account teams to attach services to strategic deals. As you grow in the role, you will deepen your knowledge of GitLab's services offerings, strengthen your scoping and commercial skills, and build strong relationships with both internal stakeholders and customer teams. This is an opportunity to help customers move from plan to execution with services engagements designed for long-term success.

• Conducting discovery and structuring outcome-oriented professional services engagements that align GitLab capabilities with customer business outcomes
• Partnering with account executives, solutions architects, and delivery stakeholders to turn DevSecOps and platform adoption initiatives into clear, actionable proposals and statements of work

What you’ll do

• Perform discovery with account teams and customers to understand current capabilities, constraints, and desired business outcomes.
• Design standard and custom services proposals aligned to customer goals, clear success measures, and implementation needs.
• Build and present scoped services engagements and packaged solutions to customers and internal stakeholders to gain alignment and move opportunities forward.
• Guide customers and account teams through services value, commercial terms, agreements, and the quote and order process to support deal closure.
• Coordinate with Professional Services Operations and delivery partners to align staffing, skillsets, language, and time zone coverage for each engagement.
• Address pricing and implementation objections, and identify engagement and delivery risks early to keep opportunities progressing.
• Meet assigned financial targets and maintain an accurate services forecast using Salesforce and Clari.
• Build strong cross-functional relationships, provide responsive support to internal and customer stakeholders, and relay customer trends to improve services offerings and the customer journey.

What you’ll bring

• Experience with professional services selling processes, including discovery, scoping, proposal development, and the fundamentals of commercial structuring.
• Experience using Salesforce for opportunity management, forecasting, and quoting.
• Experience working in a pre-sales setting and helping develop statements of work for implementation projects.
• A working understanding of the software development lifecycle, DevOps practices, and cloud transformation efforts, with the ability to relate technical solutions to business outcomes.
• Strong communication and stakeholder management skills, with the ability to build strong working relationships with account teams and customer stakeholders.
• Developing facilitation, negotiation, and problem-solving skills, along with the judgment to know when to consult more experienced team members.
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategy, staffing, and execution.
• The ability to work effectively with minimal supervision in a fully remote, asynchronous environment while managing multiple opportunities and maintaining accurate forecasting.

About the team

The Professional Services Engagement Management team at GitLab is focused on designing and structuring services engagements that help customers achieve successful, long-term adoption of our intelligent DevSecOps platform.

This team works closely with customers and field teams to assess goals, uncover services needs, and translate complex transformation initiatives into clear, outcome-oriented engagement plans. Composed of services, consulting, and delivery professionals across multiple regions, the team operates asynchronously to assist account teams, shape implementation strategies, and help customers move smoothly through their services journey. They focus on building scalable engagement models, maintaining open communication with internal stakeholders, and adapting services approaches to meet the needs of a growing and evolving business.