Director Regional Sales
GitLab
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇨🇭 Switzerland
Visit company websiteJob Level
Lead
Tech Stack
Open SourceSFDC
About the role
- Lead the growth of GitLab’s business in the Alps region 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 the Alps region while shaping and executing a long-term strategy for larger, more complex accounts.
- Build GitLab’s reputation in the Alps 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 Alps 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 Alps 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 analysisgo-to-market strategycustomer relationship management
Soft skills
coachingteam developmentrelationship buildingorganizational skillsdata-informed decision makingself-directedcollaborationcommunicationagilityleadership