SMB Regional Manager – Growth

GitLab

full-time

Posted on: 2/3/2026

Location Type: Remote

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💰 $106,080 - $163,800 per year

About the role

Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets.
Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team.
Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes.
Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle.
Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage.
Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles.
Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business.
Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.

Demonstrated ability to lead quota-carrying sales teams, ideally SMB Account Executives, and to coach others across the full deal cycle (from qualification and pipeline generation through deal progression and closing) within a defined book of business and territory coverage.
Familiarity with modern software development and DevOps/DevSecOps practices (for example SCM, CI/CD, and Agile planning) and the ability to quickly ramp up as a hands-on user of GitLab's platform.
Ability to act as a hands-on "player-coach," co-selling on customer calls, providing direct feedback on objection handling and multithreading, and building a supportive culture that uses clear expectations, coaching, and shared accountability for outcomes to continually improve team performance.
Comfort working closely with sales operations and CRM workflows to understand and improve rep productivity, pipeline quality, and forecasting accuracy.
Track record of taking ownership of complex initiatives, managing projects end-to-end, and using analytical thinking to identify opportunities, gather requirements, prioritize across teams, drive projects independently, and turn data into insights that move complex cross-functional work forward.
Executive-level communication and presentation skills; ability to articulate strategy clearly, mentor others effectively, and serve as a GitLab expertise resource to your team.
Willingness and ability to travel as needed, in compliance with company travel policy.

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

quota-carrying salespipeline generationdeal progressionclosingGitLab platformSCMCI/CDAgile planninganalytical thinkingproject management

Soft Skills

coachingmentoringleadershipcommunicationcollaborationproblem-solvingaccountabilityperformance improvementteam buildingadaptability