Director Regional Sales, MED
GitLab
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇮🇱 Israel
Visit company websiteJob Level
Lead
Tech Stack
Open SourceSFDC
About the role
- Lead the growth of GitLab’s business in MED by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.
- Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.
- Drive new logo acquisition across a broad base of medium-sized businesses in MED while shaping and executing a long-term strategy for larger, more complex accounts.
- Build GitLab’s reputation in the MED market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.
- Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility.
- Collaborate with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.
- Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.
- Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the MED business internally with clear insights on market trends and customer needs.
Requirements
- Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.
- Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution.
- Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab’s platform.
- Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.
- Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion.
- Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing tools.
- Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams.
- Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct MED market experience differs, in alignment with GitLab’s inclusive hiring approach.
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 planningpipeline generationterritory coveragedeal executionMEDDPICCB2B software salesDevSecOpsdata analysiscustomer relationship management
Soft skills
coachingteam developmentrelationship buildingorganizational skillsself-directedcollaborationcommunicationagilityleadership