Director, Regional Sales – West
GitLab
full-time
Posted on:
Location Type: Remote
Location: California • United States
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Salary
💰 $136,000 - $240,000 per year
Job Level
Tech Stack
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 & Tools
sales strategydeal executionterritory managementperformance metricssales pipeline managementforecastingcustomer relationship managementmarketing automationnegotiationcoaching
Soft Skills
leadershipcommunicationpresentation skillsadaptabilitycreativityrelationship buildingteam managementmentoringresults-focusedjudgment