Director of Regional Sales, GitLab
New Business, West
$136-240k
More information about location
One DevOps platform
Open for applications
One DevOps platform
1001+ employees
Open for applications
$136-240k
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
- Experience leading high-performing, distributed field sales teams in open source, DevOps, or SaaS environments with a focus on new logo acquisition and net new revenue
- Background building, coaching, and developing Account Executives to create a pipeline, progress opportunities, and close first-order deals across a regional territory
- Demonstrated ability to design and execute scalable sales strategies for large, mixed account bases (installed customers and whitespace) across AMER
- Proficiency with CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to forecast, manage pipeline, and support operational discipline
- Skill in building relationships, negotiating, and structuring deals with executive-level stakeholders at customer organizations
- Awareness of regional nuances, cultures, and go-to-market dynamics across AMER, and the ability to adapt your approach accordingly
- Ability to apply sound judgment, adapt to changing conditions, and balance strategic planning with hands-on support for active opportunities
- Openness to diverse, transferable leadership and sales backgrounds that show success driving new business in complex B2B environments
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
- If you're excited about this role, please apply and allow our recruiters to assess your application
What the job involves
- As the Director, Regional Sales New Business, you'll build and lead a dedicated new logo function across AMER
- You'll focus on bringing GitLab's open source, DevSecOps, and SaaS platform to first-time customers
- You'll report to the Vice President for New Business (VP) and own the design and execution of a scalable sales strategy for a large, fast-moving territory
- You'll hire, develop, and coach a high-performing team of Account Executives to win first-order deals across mainland Europe
- You'll use tools like Salesforce, Clari, Gong, and Outreach to create predictable pipeline, shorten deal cycles to 6 months or less, and consistently meet or exceed new business goals
- This is a rare opportunity to shape and operationalize a high-impact new business motion while partnering closely with marketing, sales operations, enablement, and regional leadership to establish the structure, processes, and best practices that will define how GitLab acquires new customers across AMER
- Lead a team of Account Executives across AMER focused on winning new logos and driving first-order revenue
- Develop and execute a scalable new business sales strategy for AMER, covering both installed base and whitespace accounts within our ideal customer profile
- Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles
- Collaborate closely with marketing, sales operations, and enablement to design, test, and refine motions, campaigns, and processes that support new business growth
- Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast, and coach your team based on data-driven insights
- Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure
- Partner with regional and global sales leadership to define, refine, and scale this new business sales function, sharing learnings and best practices across teams
- Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in AMER, reinforcing our value proposition and building long-term partnerships
- The Regional Sales New Business team at GitLab is an all-remote, distributed group based across AMER
- We collaborate asynchronously and rely on clear written communication and shared playbooks to stay aligned
- We prioritize the highest-potential accounts within our ideal customer profile and work with sales, marketing, and operations partners to coordinate go-to-market plans
- As a growing function, we're focused on building a supportive, feedback-driven culture where people can experiment, learn quickly, and grow their careers in new business sales
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: $434.9m
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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