• 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.