Director - Regional Sales

An overview of this role

As the Regional Director for our Commercial AMER vertical you’ll lead a 5-person team of Commercial Account Leaders to grow adoption of GitLab’s AI-powered DevSecOps platform across existing and new commercial customers. Reporting to the Area Vice President you’ll be accountable for software bookings and revenue in your territory making sure your team’s sales plans align with GitLab’s broader growth strategy. You’ll build a high-performance values-driven culture through hiring and developing sellers coaching on deal strategy and collaborating closely with partners across Sales Operations Marketing and Customer Success. In your first year you’ll focus on building a healthy pipeline setting clear performance metrics and establishing a repeatable scalable sales motion for commercial clients. You’ll also stay close to the field by engaging directly with key Fortune 500 prospects and customers.

This person MUST be located in the Eastern or Central Timezone.

What you’ll do

• 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.

What you’ll bring

• 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.

About the team

Our AMER Commercial Sales team is a distributed all-remote group that partners with Commercial customers to improve how they build secure and ship software using GitLab's AI-powered DevSecOps platform. We focus on new business and expansion within the Commercial segment accurate forecasting and thoughtful territory planning and execution. We work across regions in a largely asynchronous way navigating a competitive market refining how we position GitLab's value and identifying new growth opportunities so more Commercial customers can get the most from our platform. For more on how we work see Regional Sales Director Handbook .

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The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education experience knowledge skills abilities of the applicant equity with other team members alignment with market data and geographic location. The base salary range does not include any bonuses equity or benefits. See more information on our benefits and equity . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$136000—$240000 USD