Director, Regional Sales – East
GitLab
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $136,000 - $240,000 per year
Job Level
Lead
Tech Stack
Open Source
About the role
- 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.
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.
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 strategydeal executionterritory managementperformance metricssales pipeline managementforecastingcustomer relationship managementmarketing automationnegotiationcoaching
Soft skills
leadershipcommunicationpresentation skillsadaptabilitycreativityrelationship buildingteam managementmentoringjudgmentresults-focused