Director, Regional Sales – New Business

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GitLab

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Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

📋 Description

• Lead a team of Account Executives across EMEA focused on winning new logos and driving first-order revenue. • Develop and execute a scalable new business sales strategy for EMEA, 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 EMEA, reinforcing our value proposition and building long-term partnerships.

🎯 Requirements

• 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 EMEA. • 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 EMEA, 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.

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental leave • Home office support