Director of Regional Sales, GitLab
West
$136-240k
Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. + Equity and ESPP
More information about location
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$136-240k
Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. + Equity and ESPP
More information about location
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- Demonstrated progression in field sales, operations, and leadership within an open source software, DevOps, or similar software/SaaS environment
- Experience leading high-performing commercial sales teams, including hiring, coaching, and developing account leaders who work with commercial and Fortune 500 clients
- Proficiency managing a sales pipeline and forecast using customer relationship management and marketing automation tools such as Salesforce, Clari, or Marketo
- Ability to analyze market dynamics and competitive offerings, and translate customer needs into territory and growth plans
- Skill in building and maintaining strong customer and partner relationships, including negotiation and deal execution
- Clear and confident communication and executive presentation skills, with the ability to mentor others on communication and sales practices
- Comfort working in a fast-paced, results-focused environment with sound judgment, adaptability, and creativity as needs change
- Alignment with GitLab’s values, with openness to candidates bringing transferable leadership and commercial sales skills from adjacent software markets
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
What the job involves
- As the Regional Director for our Commercial AMER vertical, you’ll lead a 5-person team of Commercial Account Leaders to grow adoption of GitLab’s AI-powered DevSecOps platform across existing and new commercial customers
- Reporting to the Area Vice President, you’ll be accountable for software bookings and revenue in your territory, making sure your team’s sales plans align with GitLab’s broader growth strategy
- You’ll build a high-performance, values-driven culture through hiring and developing sellers, coaching on deal strategy, and collaborating closely with partners across Sales Operations, Marketing, and Customer Success
- In your first year, you’ll focus on building a healthy pipeline, setting clear performance metrics, and establishing a repeatable, scalable sales motion for commercial clients
- You’ll also stay close to the field by engaging directly with key Fortune 500 prospects and customers
- Lead and manage a 5-person Commercial AMER sales team to execute territory plans and consistently meet software bookings and revenue goals
- Drive sales strategy and deal execution across existing and new Commercial customers, ensuring healthy pipeline coverage and disciplined opportunity management
- Analyze market dynamics, territory trends, and customer needs to refine territory design, industry coverage, and go-to-market approaches
- Prepare, own, and communicate accurate forecasts and territory management plans that align with broader Commercial and corporate revenue objectives
- Educate and enable your team on competitive products, market regulations, pricing, and trends in DevSecOps, AI-powered DevSecOps, and open source software
- Establish, track, and report on performance metrics, using data to coach your team, improve execution, and address performance gaps
- Recruit, hire, and onboard Commercial sales talent while maintaining a strong external network and pipeline of prospective candidates
- Collaborate closely with Sales Operations, Marketing, Customer Success, and sales leadership to support account strategies, drive expansion, and improve how Commercial customers adopt GitLab’s platform
- Our AMER Commercial Sales team is a distributed, all-remote group that partners with Commercial customers to improve how they build, secure, and ship software using GitLab's AI-powered DevSecOps platform
- We focus on new business and expansion within the Commercial segment, accurate forecasting, and thoughtful territory planning and execution
- We work across regions in a largely asynchronous way, navigating a competitive market, refining how we position GitLab's value, and identifying new growth opportunities so more Commercial customers can get the most from our platform
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435.3m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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