Director, Regional Sales – East at GitLab

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GitLab

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Director, Regional Sales – East

SalesSalesFull TimeRemoteTeam 1,001-5,000Since 2014H1B No SponsorCompany Site LinkedIn

Location

United States

Posted

103 days ago

Salary

$136K - $240K / year

Bachelor DegreeEnglishOpen Source

Job 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.

Job 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.