GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organization.
The Director of Regional Sales (RSD) role is vital in all of our territory selling markets. As the RSD, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the AVP of Southern Europe, you will be responsible for hiring, developing and leading a high-performing team of Strategic Account Executives to meet and exceed sales goals. The right candidate is truly passionate about overseeing a sales team that manage territories with a mix of velocity accounts and large opportunities within open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.
What You'll Do- Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team. Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization
- Develops and executes strategies focused on expanding the client base within the territory
- Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO’s & Program level leaders for the account set
- Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
- Drives the transformation to a solution-selling approach. Focuses on growing our top-tier client base and positioning our offerings as transformational solutions. Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.
- Prioritises customer adoption and consumption. Works directly with customers to ensure that they derive maximum value from our solutions. Support the team in fostering long-term relationships and driving customer success.
- Leads efforts to explore and execute verticalisation as a model for scaling. Provide strong strategic direction for the development of vertical sales teams and specialized market approaches.
- Prepares forecasts, territory/industry management, and growth plans
- Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
- Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
- Ensures that the sales plan is aligned with and supports the corporate revenue goal
- Invests time weekly to build and engage a pipeline of top talent for potential future hires
- Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment.
- Hires, coaches and develops top talent into the team
- Drives a high performing sales organisation and
- Leads by example whilst being a role model for the team
- Empowers individuals to grow their own business
- Demonstrated progressive experience in field sales, operations and leadership in open source software or software DevOps environment
- Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell
- Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
- Strong solution selling experience and experience elevating the team to be solution sellers
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
- Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
- Strong relationship building and negotiation skills
- Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
- You share our values, and work in accordance with those values.
- Leadership at GitLab
- Ability to use GitLab
Ability to travel if needed (and comply with the company’s travel policy)
How GitLab will support you- 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
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
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Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
