Director, Regional Sales – New Business
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 a team of Account Executives across AMER focused on winning new logos and driving first-order revenue.
- Develop and execute a scalable new business sales strategy for AMER, 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, test, and refine 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, 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 define, refine, and scale this new business sales function, sharing learnings and best practices across teams.
- Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in AMER, reinforcing our value proposition and building long-term partnerships.
Requirements
- Experience leading high-performing, distributed field sales teams in open source, DevOps, or SaaS environments with a focus on new logo acquisition and net new revenue.
- Background building, coaching, and developing Account Executives to create a pipeline, progress opportunities, and close first-order deals across a regional territory.
- Demonstrated ability to design and execute scalable sales strategies for large, mixed account bases (installed customers and whitespace) across AMER.
- Proficiency with CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to forecast, manage pipeline, and support operational discipline.
- Skill in building relationships, negotiating, and structuring deals with executive-level stakeholders at customer organizations.
- Awareness of regional nuances, cultures, and go-to-market dynamics across AMER, and the ability to adapt your approach accordingly.
- Ability to apply sound judgment, adapt to changing conditions, and balance strategic planning with hands-on support for active opportunities.
- Openness to diverse, transferable leadership and sales backgrounds that show 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 progressionnegotiationopportunity managementterritory planningnew logo acquisitionfirst-order revenuecoachingscalable sales strategies
Soft skills
leadershiprelationship buildingadaptabilityjudgmentcollaborationcoachingcommunicationstrategic planningproblem-solvingcultural awareness