Territory Sales Manager

GitLab

Territory Sales Manager growing GitLab’s AI-powered DevSecOps platform across Japan’s enterprise market. Owning complex sales cycles, account plans, channel partnerships, and long-term customer adoption.

Posted 8/6/2026full-timeRemote • 🇯🇵 JapanMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing complex sales cycles for large enterprise customers, with a strong focus on consultative selling, account planning, and effective communication across teams. Proficient in analyzing sales performance and contributing to strategic account growth in the Digital Native and Retail sectors.

Highest-signal resume keywords

Complex Sales Cycle ManagementConsultative SellingAccount PlanningPipeline ReportingCollaboration with Technical Teams

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementAccount PlanningProposal DevelopmentPresentation SkillsWin/Loss Analysis

Soft Skills

Effective CommunicationCollaborationLeadership

Tools & Technologies

GitSoftware Development ToolsApplication Lifecycle Management

Industry Keywords

Digital NativeRetailEnterprise RelationshipsStrategic AccountsChannel Partners

About the role

Key responsibilities & impact

Own and grow the Digital Native and Retail territory with GitLab’s enterprise relationships in the Japan market
Lead the entire sales cycle from prospecting and qualification through rollout and long-term adoption
Develop and execute account plans aligned to customer business needs and long-term goals
Prospect and develop opportunities in named large and strategic accounts
Work with strategic channel partners to generate qualified leads and new customers
Coordinate pre- and post-sales engagement with solutions architects, customer success, and support teams
Provide account leadership and regular activity, pipeline, and forecast reporting to sales management
Analyze wins and losses, contribute to root cause analysis, and share lessons learned
Share customer feedback and product ideas through GitLab’s public issue tracker and internal channels
Uncover business issues, shape solution recommendations, and deliver proposals, quotes, and presentations

Requirements

What you’ll need

Experience managing complex sales cycles with large, strategic enterprise customers in Digital Natives and retail
Ability to prospect, qualify, and develop new opportunities while growing existing accounts
Skill leading pre- and post-sales activities with technical, support, and channel partners
Proficiency in consultative selling, account planning, proposals, and presentations
Ability to maintain accurate activity, pipeline, and forecast reports
Ability to contribute to win/loss and root cause analysis
Effective communication and collaboration with sales management, product, marketing, and technical teams
Familiarity with software development concepts and tools
Preferred exposure to Git, software development tools, or application lifecycle management
Alignment with GitLab’s values, openness to learning, and willingness to apply transferable skills

Benefits

Comp & perks

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