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An overview of this role

As a Senior Product Marketing Manager, Application Security & Compliance, you will work closely with our marketing, product management, engineering, and sales teams to grow GitLab’s footprint and specifically focus on organizations that have strict regulatory and compliance requirements. You’ll be a key contributor on our Product Marketing Team and drive the pitch, the revenue plays, the proof points and the go-to-market plan for this critical customer segment. You’ll act as a subject matter expert on all things compliance-related, working closely with our Platform PMMs and other PMM subject matter experts.

What you’ll do:

Deliver the Pitch: Messaging, Positioning & Content 

1. Develop compelling Compliance messaging and differentiation to position GitLab as the leading DevSecOps platform in the market
2. Craft persona-specific messaging for key target audiences, including buyer, influencer and user personas, specifically targeting security, compliance and engineering leaders
3. Build compelling product pitches and thought leadership narratives that tell our story through various forms of communication (blogs, whitepapers, videos, presentations, etc)
4. Conduct research on customer pain points, market trends and competitive alternatives to inform our point of view

Coach the Play: Demand gen and revenue plays

1. Partner with our field and digital marketing teams to build impactful demand gen campaigns and revenue plays
2. Create and deliver sales enablement materials, playbooks, FAQs, and objection-handling guides.
3. Serve as liaison between field, BDRs and Marketing to identify gaps and roadblocks converting pipeline to revenue

Own the Proof: Voice of the customer & voice of the industry

1. Serve as the voice of the customer, understand their pain points and align them with GitLab’s solutions.
2. Distill win-wires and customer success into repeatable sales motions to help scale the business
3. Educate industry analysts (aka voice of the industry) on our value and differentiation on an ongoing basis; capture analyst sentiment and proof points to demonstrate market leadership
4. Partner with our Business Value team to build total cost of ownership and business value calculations

Drive the Plan: Go-to-Market Strategy

1. Develop customer segmentation, buyer personas and target audiences using a data-driven approach
2. Define route-to-market and monetization strategy for free to paid, Premium, Ultimate, Self-managed, SaaS and Dedicated platform offerings, and build effective price and packaging collateral
3. Own and drive the launch plan for upcoming compliance features that’ll have a meaningful bookings impact; support annual platform launches, such as GitLab 17.

What you’ll bring:

• 5+ years of Product Marketing experience, preferably in B2B SaaS with a focus on Compliance, Security, or related domains.
• Proven track record of developing and executing go-to-market strategies for technical products with focus on audit readiness, policy management and risk mitigation.
• Strong ability to simplify complex technical concepts into messaging that resonates with both technical and business audiences.
• Experience working with key personas such as Compliance Officers, Security professionals, and Developers.
• Exceptional written and verbal communication skills, with experience creating high-impact sales enablement materials.
• Familiarity with compliance frameworks (e.g., SOC 2, ISO 27001, HIPAA, PCI) and their role in DevSecOps.
• Collaborative mindset with experience working in cross-functional teams.
• Self-starter comfortable working in a fast-paced, all-remote environment.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.