Director Regional Sales

An overview of this role

As the Director of Regional Sales for Italy you'll take ownership of building and leading our Italian sales presence almost from the ground up. You'll drive revenue growth implement disciplined sales processes and technology and partner across account management customer success marketing product engineering and operations to deliver exceptional customer experiences. You'll report to the VP of Sales and balance hands-on field leadership with strategic vision. You'll stay close to key accounts develop your sales team and expand our client base. In this role you'll be passionate about open source software drive repeatable sales processes and influence GitLab's growth by establishing disciplined go-to-market strategies developing sales talent and executing against ambitious bookings targets in Italy.

What you’ll do

• Lead the growth of GitLab's business in Italy taking ownership for building the country plan pipeline discipline and day-to-day execution to achieve or exceed quarterly bookings and ARR growth targets.

• Manage coach and develop a small team of Account Executives staying close to the field joining customer meetings and modeling hands-on high-activity sales behavior.

• Drive new logo acquisition across a broad base of medium-sized Italian businesses while shaping a long-term strategy to engage larger accounts.

• Build GitLab’s reputation in the Italian market by partnering with marketing business development and local networks to generate pipeline and increase market awareness.

• Establish clear operating rhythms sales processes and methodologies that bring structure organization and accountability to the team without losing agility.

• Collaborate with regional sales leaders and cross-functional partners across account management customer success marketing product engineering and operations to align territory coverage share best practices and ensure consistent execution across the region.

• Develop and maintain strong relationships with key accounts at the executive level (CXO and program level) positioning GitLab as a strategic partner and identifying expansion opportunities.

• Analyze pipeline forecast and performance data to identify gaps and opportunities adjust plans so the team focuses on the highest-impact activities and represent the Italian business internally by sharing insights on market trends customer needs and resource requirements to inform regional strategy.

What you’ll bring

• Experience building and leading high-performing sales teams ideally within Italy with a focus on coaching and developing talent.

• Ability to design and execute a country go-to-market plan including pipeline generation discipline territory coverage and disciplined deal execution.

• Strength in balancing hands-on field work with strategic leadership staying close to customers while managing day-to-day operations.

• Familiarity with B2B software or technology sales and open source/DevSecOps concepts with enthusiasm for learning GitLab’s platform and building long-term market presence.

• Skills in creating structure setting clear expectations and driving organized data-informed sales processes including use of MEDDPICC or similar methodologies.

• Strong relationship-building skills with the ability to create trust and empathy with both customers and GitLab team members at all levels.

• Comfort operating in a dynamic growth-focused all-remote environment acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing automation systems to build trackable repeatable sales processes.

About the team

You'll join a growing regional sales organization focused on building GitLab's presence and reputation in Italy. As Regional Director you'll report to the AVP of Southern EMEA and work alongside peers who own other countries. Together you'll share best practices on pipeline generation discipline structuring go-to-market motions and developing local talent. Our main opportunity in Italy is significant greenfield growth. The addressable market is comparable to more mature regions but current annual recurring revenue is much lower. As a result we are focused on building credibility in the market establishing reference customers and laying the groundwork for larger strategic accounts over the coming years.

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