Director Regional Sales

9 hours ago

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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 the growth of GitLab's business in Italy, taking ownership for building the country plan, pipeline discipline, and day-to-day execution to achieve or exceed quarterly bookings and ARR growth targets. • Manage, coach, and develop a small team of Account Executives, staying close to the field, joining customer meetings, and modeling hands-on, high-activity sales behavior. • Drive new logo acquisition across a broad base of medium-sized Italian businesses while shaping a long-term strategy to engage larger accounts. • Build GitLab’s reputation in the Italian market by partnering with marketing, business development, and local networks to generate pipeline and increase market awareness. • Establish clear operating rhythms, sales processes, and methodologies that bring structure, organization, and accountability to the team without losing agility. • Collaborate with regional sales leaders and cross-functional partners across account management, customer success, marketing, product, engineering, and operations to align territory coverage, share best practices, and ensure consistent execution across the region. • Develop and maintain strong relationships with key accounts at the executive level (CXO and program level), positioning GitLab as a strategic partner and identifying expansion opportunities. • Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust plans so the team focuses on the highest-impact activities, and represent the Italian business internally by sharing insights on market trends, customer needs, and resource requirements to inform regional strategy.

🎯 Requirements

• Experience building and leading high-performing sales teams, ideally within Italy, with a focus on coaching and developing talent. • Ability to design and execute a country go-to-market plan, including pipeline generation discipline, territory coverage, and disciplined deal execution. • Strength in balancing hands-on field work with strategic leadership, staying close to customers while managing day-to-day operations. • Familiarity with B2B software or technology sales and open source/DevSecOps concepts, with enthusiasm for learning GitLab’s platform and building long-term market presence. • Skills in creating structure, setting clear expectations, and driving organized, data-informed sales processes, including use of MEDDPICC or similar methodologies. • Strong relationship-building skills, with the ability to create trust and empathy with both customers and GitLab team members at all levels. • Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing automation systems to build trackable, repeatable sales processes.

🏖️ 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