SMB Regional Manager, GitLab
Growth
$106.1-163.8k
Plus Equity Compensation & Employee Stock Purchase Plan
More information about location
One DevOps platform
Open for applications
One DevOps platform
1001+ employees
Open for applications
$106.1-163.8k
Plus Equity Compensation & Employee Stock Purchase Plan
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 ability to lead quota-carrying sales teams, ideally SMB Account Executives, and to coach others across the full deal cycle (from qualification and pipeline generation through deal progression and closing) within a defined book of business and territory coverage
- Familiarity with modern software development and DevOps/DevSecOps practices (for example SCM, CI/CD, and Agile planning) and the ability to quickly ramp up as a hands-on user of GitLab's platform
- Ability to act as a hands-on "player-coach," co-selling on customer calls, providing direct feedback on objection handling and multithreading, and building a supportive culture that uses clear expectations, coaching, and shared accountability for outcomes to continually improve team performance
- Comfort working closely with sales operations and CRM workflows to understand and improve rep productivity, pipeline quality, and forecasting accuracy
- Track record of taking ownership of complex initiatives, managing projects end-to-end, and using analytical thinking to identify opportunities, gather requirements, prioritize across teams, drive projects independently, and turn data into insights that move complex cross-functional work forward
- Executive-level communication and presentation skills; ability to articulate strategy clearly, mentor others effectively, and serve as a GitLab expertise resource to your team
- If your experience looks a little different from what we've outlined here, for example coming from account management, sales development, mid-market sales leadership or other diverse backgrounds, but you believe your skills align with this role, we encourage you to apply
- We're looking for a sales leader with a strong track record in growth sales who actively follows developments in open source software and DevSecOps and uses that knowledge to help customers and the team achieve their goals
What the job involves
- As the Regional Manager SMB Growth, you'll lead our SMB Growth Account Executives in a critical role focused on growing GitLab's SMB install-base and driving continued revenue and long-term growth
- Your team operates with a territory-driven selling motion focused on driving adoption, understanding customer business pains and objectives, and finding opportunities for expansion within a defined book of business
- You'll build the blueprint and culture for how this team drives customer adoption and growth, acting as a hands-on coach by joining calls, co-selling, and providing direct coaching
- You'll focus on developing a strong, collaborative team, partnering closely with Renewals Management and other sales motions, and drawing on your experience with open source software, DevSecOps, and the broader industry to shape how SMB sellers progress their careers toward mid-market roles while delivering strong, sustainable results
- You'll bring a track record of leading growth-focused sales teams and supporting their development—this role offers the opportunity to meaningfully contribute to GitLab's long-term success in the SMB segment
- Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets
- Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team
- Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes
- Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle
- Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage
- Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles
- Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business
- Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale
- As Regional Manager SMB Growth, you'll hire, develop, and lead a skilled, collaborative team of SMB Growth Account Executives who each own a defined book of business and are responsible for driving customer adoption, understanding business needs and pain points, and capturing expansion opportunities
- This is an exciting opportunity to influence GitLab's long-term success in the SMB segment
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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