Senior Director, Global SMB Sales

🕒 May 7

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

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.

📋 Description

• Own the global SMB business, including revenue performance across net new annual recurring revenue, expansion, and retention across routes to market. • Lead and scale a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions. • Build and improve a high-velocity SMB sales motion, extending existing playbooks and processes to support efficient, repeatable execution worldwide. • Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels, aligned to company revenue objectives. • Partner with Revenue Operations and Finance on key operating levers such as quotas, compensation, lead management, and territory changes. • Work closely with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless and effective SMB customer journey. • Establish and inspect core SMB performance metrics, including pipeline coverage, conversion, sales velocity, productivity, and retention, and take corrective action when needed. • Bring the voice of the SMB customer into strategic decisions by using market insight, customer behavior, and performance data to refine programs, messaging, and execution.

🎯 Requirements

• Significant experience in B2B software sales, including strong sales leadership experience in SMB or Commercial segments within a software as a service environment. • Proven success owning large revenue goals and driving growth through global or multi-region sales organizations. • Experience building and scaling high-velocity sales motions, including inbound, outbound, and digitally supported engagement models. • Strong ability to lead front-line leaders and managers in a distributed environment, with a track record of coaching teams in consultative and value-based selling. • Excellent analytical and operational judgment, including comfort using performance data to shape strategy, improve execution, and solve root-cause issues. • Demonstrated ability to collaborate and influence across senior stakeholders in Sales, Marketing, Product, Customer Success, Revenue Operations, and Finance. • Familiarity with sales planning and infrastructure topics such as forecasting, quota setting, territory design, coverage models, and customer account health. • Clear communication skills and enough technical fluency to explain GitLab's value to both business and technical buyers, including concepts related to DevSecOps, continuous integration and continuous delivery, source code management, Agile planning, and artificial intelligence capabilities.

🏖️ 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