Director, Regional Sales – New Business

November 24

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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 distributed team of Account Executives across Japan focused on winning new logos and driving first-order revenue. • Develop and execute a scalable new business sales strategy for Japan, 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 and optimize 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 accurately, 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 help define, refine, and scale this sales function, sharing learnings and best practices across teams. • Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in Japan, reinforcing our value proposition and long-term partnerships.

🎯 Requirements

• Proven success leading high-performing field sales teams within open source, DevOps, or SaaS environments, with a focus on new logo acquisition and net new revenue. • Experience building, coaching, and developing Account Executives to consistently create pipeline, progress opportunities, and close new business across Japan. • Demonstrated ability to design and execute scalable sales strategies for a large, mixed account base (installed customers and whitespace) across the Japanese market. • Proficiency using CRM and sales enablement tools such as Salesforce, Clari, Gong, or Outreach to forecast accurately, manage pipelines, and drive operational discipline. • Strong relationship-building, negotiation, and deal-structuring skills, including experience engaging and presenting to executive-level stakeholders. • Background managing distributed teams in Japan, with an understanding of local business culture and go-to-market dynamics. • Ability to exercise sound judgment and adapt quickly in a fast-paced, evolving environment, balancing strategic planning with hands-on deal support. • Openness to candidates with diverse, transferable leadership and sales experience who can demonstrate 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