GitLab

Regional Director, Commercial Sales – Nordics, Netherlands

GitLab

full-time

Posted on:

Location Type: Remote

Location: Sweden

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Job Level

Lead

Tech Stack

Open Source

About the role

  • Drive, manage, and execute the business and revenue outcomes of a regional sales team covering commercial accounts across the Nordics and the Netherlands.
  • Develop and execute strategies to expand the client base in the region while maintaining and growing existing accounts at acceptable margins.
  • Analyze regional market dynamics to build on current success, identify new growth opportunities, and refine the team's go-to-market approach.
  • Prepare forecasts, territory and industry plans, and growth strategies, while accurately forecasting bookings by territory and prioritizing time accordingly.
  • Establish and report on performance metrics for the team, identify gaps, and take action to improve execution where needed.
  • Partner effectively with Ecosystems, Customer Success, Marketing, and other Sales resources throughout the sales process to deliver a strong customer experience.
  • Maintain close contact with key accounts by building executive relationships with decision-makers, including CXO and program-level leaders, and developing a strong executive call plan.
  • Recruit, hire, and train team members, build a strong pipeline of future talent, foster a positive team environment, and coach Sales leads and sellers.

Requirements

  • Experience leading a regional commercial sales team, including setting strategy, managing execution, and forecasting across the Nordics and the Netherlands.
  • Data-informed sales management skills, including building repeatable processes, pipeline discipline, and forecast accuracy using Salesforce (or a similar CRM).
  • Experience selling complex, high-value software solutions and expanding customer relationships within commercial accounts.
  • Understanding of regional market dynamics (competitive landscape, regulations, and industry trends) and ability to translate insights into go-to-market plans.
  • Track record of delivering against business outcomes by driving effective territory planning, prioritization, and sales execution.
  • Familiarity applying a structured sales methodology (e.g., MEDDPICC or equivalent) to improve opportunity qualification and team execution.
  • Strong executive communication skills in English, plus fluency in one or more Nordic languages; able to build senior stakeholder relationships and negotiate complex deals.
  • Experience recruiting, hiring, coaching, and developing sales talent; additional experience that can help you ramp quickly includes DevOps/open source exposure, familiarity with tools like Marketo/Outreach, comfort using GitLab, and willingness to travel per company policy.
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 managementforecastingterritory planningpipeline disciplinestructured sales methodologyMEDDPICCcomplex software solutionscustomer relationship management
Soft Skills
executive communicationteam buildingcoachingnegotiationstrategic thinking