GitLab Revenue Academy

About GitLab Revenue Academy

GitLab Revenue Academy is a blended learning journey combining self-paced eLearning, buddy programs, live virtual workshops, and an in-person graduation event, designed to get new field team members customer-ready within their first 30 days.

Revenue Academy is a multi-layered experience. In addition to the four program components, new hires are supported throughout by three simultaneous layers of engagement:

• Hiring manager — sets expectations, coaches role readiness, and debriefs throughout the sprint journey
• Onboarding buddy — a peer resource for day-to-day questions and cultural orientation during the first weeks
• Shadow program — structured customer-facing shadowing to contextualize and apply learning in real situations

The program is built on three principles:

• Curated, focused content — new hires learn what matters most for their role, not everything at once
• Role readiness — by the end of Academy, reps are certified and expected to perform immediately in customer-facing situations
• Accountability — completion is mandatory, with clear certification gates throughout

New hires are enrolled on a rolling, weekly basis.

GitLab Learner Journey

Program Structure

Revenue Academy is organized into four components that run across the first 6-8 weeks of onboarding, with simultaneous engagement from hiring managers and buddies throughout.

Component 1: GitLab Foundations

Self-paced, role-based eLearning covering foundational product knowledge, GitLab’s positioning and differentiation, and an overview of the revenue organization.

Topics include:

• GitLab Platform and Modernization Foundations Course — The starting point for all Academy new hires. This suite of courses covers who we are, our platform, pricing, and core value stories, with product enablement on DevOps, AI, and Security Modernization, and the Intelligent Orchestration certification.
• The Revenue Org and Culture (“Who we are”) — org structure, culture, intro to departments
• Product, Positioning, and Differentiation (“What we sell”) — AI Modernization (including DAP certification), DevOps Modernization, Security Modernization
• Role-based learning paths for: xDRs, Enterprise/Commercial Sales, New Business Sales, Ecosystem Sales, SA, CSM/A, CSE, Renewals Manager, PS and All Other Roles

Checkpoint: Complete all coursework and pass knowledge checks by end of Week 3

Component 2: Value Sales Methodology

Live, virtual, facilitator-led sessions covering GitLab’s value selling framework and discovery methodology.

Topics include:

• GitLab Sales Methodology and Sales Process (“How we sell”)
• Value Messaging
• Cross-functional collaboration breakouts
• Stand-and-deliver preparation

Format: Four 2-hour sessions

Checkpoint: Fully attend all workshops and the Command of the Message class; attendance is mandatory

Component 3: Role Based Skills Development Sessions

Live virtual workshops facilitated by business SMEs and stakeholders, focused on role-specific skills, tools, and processes. Tools and process content is delivered asynchronously (docs and video); live sessions are reserved for skills and behaviors like objection handling and negotiation.

Role-based sessions available for: xDR, AE, First Order, SA, CSM/CSE, Renewals Manager, Professional Services, Ecosystem

Format: Live virtual sessions offered on a rolling monthly rotation

Checkpoint: Attend scheduled skills sessions and Command of the Message class

Component 4: In-Person Graduation Workshop

A 2- to 2.5-day regional event serving as both a cross-functional collaboration opportunity and the graduation capstone.

Pre-requisite: Complete and pass Components 1-3 before attending

Event structure:

• Half-day 1: Customer Lifecycle Workshop — Sales Process and Customer Journey, rules of engagement and handoffs, cross-functional exercises with adjacent roles
• Full Day 2: Certification and Graduation — Build a Compelling Value Narrative, Differentiation and Discovery, Value Narrative Stand-and-Deliver Certification
• Half-day 3: Stand-and-Deliver Certification (continued) and Graduation

Format: A 2 to 2.5 day event with regional cadences as follows — AMER and EMEA host graduation summits every other month; APJ runs quarterly.

Checkpoint: Attend the in-person event and pass the role-specific capstone assessment

Role-Based Onboarding

Revenue Academy includes individual role-based learning journeys designed around the unique needs of each segment and role.

Find your role-specific onboarding handbook page below:

• Enterprise, Commercial & Ecosystem Sales — Sales Onboarding (Shadow Program) Handbook
• Renewals Managers — RM Onboarding Handbook
• Customer Success (CSM/A) — CSM/A Onboarding Handbook
• Customer Success (CSE) — CSE Onboarding Handbook
• Solutions Architects — SA Onboarding Handbook
• Professional Services — Professional Services Handbook
• Sales and Business Development — SDR & BDR Onboarding (Tanuki Tech) Handbook

Current & Upcoming Academy Graduation Summits

Past Academy Cohorts

Program Measurement

Revenue Academy uses the Kirkpatrick model to evaluate program effectiveness across four levels.

Level 1: Reaction — Post-workshop survey measuring learner satisfaction with content quality, facilitation, and overall experience.

Level 2: Learning — Knowledge assessments throughout the program, including e-learning quizzes and certification checkpoints, measuring skill and knowledge growth from start to finish.

Level 3: Behavior — Stand-and-deliver capstone assessment at graduation, measuring new hires’ ability to apply the Command of the Message value selling methodology in a customer-facing scenario.

Level 4: Results — Long-term tracking of key business outcomes including time to ramp and sales cycle length by segment.

Feedback

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