Global Sales Director, SMB – New Business

🔥 3 minutes ago

🇺🇸 United States – Remote

💵 $148k - $248.4k / year

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 0%

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

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 end-to-end new-logo strategy across EMEA, AMER, and BDR/SDR pipeline-generation functions • Lead, develop, and hold accountable four manager-level direct reports and their teams • Build and iterate the outbound and top-of-funnel playbook from pipeline generation through regional deal execution • Set unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams • Build cross-functional relationships and influence roadmaps across regions • Partner with senior sales, marketing, and RevOps leadership to align strategy with corporate revenue goals • Drive cross-regional forecasting, pipeline health, and revenue reporting • Analyze regional market dynamics to maximize successes and create growth opportunities • Educate the organization on competitive products, regulations, trends, customer needs, and pricing • Establish and report team- and organization-level metrics and address performance gaps • Ensure the new-business plan supports corporate revenue goals • Recruit and hire manager-level talent and build a pipeline of future leadership hires • Foster a positive culture across a multi-region, multi-function organization

🎯 Requirements

• Proven track record leading multiple sales or pipeline-generation teams, ideally across regions • History of exceeding new-business quotas at a team and org level, and coaching managers to do the same • 8+ years of B2B software sales experience • 4+ years in a people-management role • Experience managing managers strongly preferred • Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution • Experience operating across regions, ideally EMEA and AMER; APJ experience is a bonus • Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at an org level • Ability to coach managers on team leadership, technical sales, and value-based selling • Experience selling to small and medium businesses • Experience utilizing CRM and marketing automation systems such as Salesforce, Clari, and Marketo • Strong executive presence • Strong relationship-building and negotiation skills • Strong presentation skills and executive-level written and verbal communication • Ability to use GitLab • Ability to travel if needed and comply with the company's travel policy • Ability to work in accordance with GitLab values

🏖️ 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 • Sales incentive pay targeted at up to 100% of offered base salary • Remote work arrangement