Director, Regional Sales – East

3 days 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 and manage a 5-person Commercial AMER sales team to execute territory plans and consistently meet software bookings and revenue goals. • Drive sales strategy and deal execution across existing and new Commercial customers, ensuring healthy pipeline coverage and disciplined opportunity management. • Analyze market dynamics, territory trends, and customer needs to refine territory design, industry coverage, and go-to-market approaches. • Prepare, own, and communicate accurate forecasts and territory management plans that align with broader Commercial and corporate revenue objectives. • Educate and enable your team on competitive products, market regulations, pricing, and trends in DevSecOps, AI-powered DevSecOps, and open source software. • Establish, track, and report on performance metrics, using data to coach your team, improve execution, and address performance gaps. • Recruit, hire, and onboard Commercial sales talent while maintaining a strong external network and pipeline of prospective candidates. • Collaborate closely with Sales Operations, Marketing, Customer Success, and sales leadership to support account strategies, drive expansion, and improve how Commercial customers adopt GitLab’s platform.

🎯 Requirements

• Demonstrated progression in field sales, operations, and leadership within an open source software, DevOps, or similar software/SaaS environment. • Experience leading high-performing commercial sales teams, including hiring, coaching, and developing account leaders who work with commercial and Fortune 500 clients. • Proficiency managing a sales pipeline and forecast using customer relationship management and marketing automation tools such as Salesforce, Clari, or Marketo. • Ability to analyze market dynamics and competitive offerings, and translate customer needs into territory and growth plans. • Skill in building and maintaining strong customer and partner relationships, including negotiation and deal execution. • Clear and confident communication and executive presentation skills, with the ability to mentor others on communication and sales practices. • Comfort working in a fast-paced, results-focused environment with sound judgment, adaptability, and creativity as needs change. • Alignment with GitLab’s values, with openness to candidates bringing transferable leadership and commercial sales skills from adjacent software markets.

🏖️ 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