Director, Regional Sales – New Business
GitLab
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇯🇵 Japan
Visit company websiteJob Level
Lead
Tech Stack
Open Source
About the role
- Lead a distributed team of Account Executives across Japan focused on winning new logos and driving first-order revenue.
- Develop and execute a scalable new business sales strategy for Japan, covering both installed base and whitespace accounts within our ideal customer profile.
- Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles.
- Collaborate closely with marketing, sales operations, and enablement to design and optimize motions, campaigns, and processes that support new business growth.
- Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast accurately, and coach your team based on data-driven insights.
- Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure.
- Partner with regional and global sales leadership to help define, refine, and scale this sales function, sharing learnings and best practices across teams.
- Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in Japan, reinforcing our value proposition and long-term partnerships.
Requirements
- Proven success leading high-performing field sales teams within open source, DevOps, or SaaS environments, with a focus on new logo acquisition and net new revenue.
- Experience building, coaching, and developing Account Executives to consistently create pipeline, progress opportunities, and close new business across Japan.
- Demonstrated ability to design and execute scalable sales strategies for a large, mixed account base (installed customers and whitespace) across the Japanese market.
- Proficiency using CRM and sales enablement tools such as Salesforce, Clari, Gong, or Outreach to forecast accurately, manage pipelines, and drive operational discipline.
- Strong relationship-building, negotiation, and deal-structuring skills, including experience engaging and presenting to executive-level stakeholders.
- Background managing distributed teams in Japan, with an understanding of local business culture and go-to-market dynamics.
- Ability to exercise sound judgment and adapt quickly in a fast-paced, evolving environment, balancing strategic planning with hands-on deal support.
- Openness to candidates with diverse, transferable leadership and sales experience who can demonstrate success driving new business in complex B2B environments.
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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales strategypipeline generationdeal progressionnegotiationdeal structurecoachingterritory planningopportunity managementnew logo acquisitionnet new revenue
Soft skills
relationship-buildingleadershipadaptabilityjudgmentcommunicationcollaborationcoachingstrategic planningpresentation skillsteam development