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GitLab · 2 days ago

Director, Regional Sales - New Business, West

United States

Full-time

Remote

Director/Executive

$136K/yr - $240K/yr

GitLab is an open-core software company that develops a comprehensive AI-powered DevSecOps Platform, used by over 100,000 organizations. As the Director of Regional Sales for New Business, you will lead a team focused on acquiring new customers and executing a scalable sales strategy across AMER, while collaborating with various teams to drive business growth.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Lead a team of Account Executives across AMER focused on winning new logos and driving first-order revenue

Develop and execute a scalable new business sales strategy for AMER, covering both installed base and whitespace accounts within our ideal customer profile

Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles

Collaborate closely with marketing, sales operations, and enablement to design, test, and refine motions, campaigns, and processes that support new business growth

Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast, and coach your team based on data-driven insights

Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure

Partner with regional and global sales leadership to define, refine, and scale this new business sales function, sharing learnings and best practices across teams

Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in AMER, reinforcing our value proposition and building long-term partnerships

Qualification

Sales Strategy DevelopmentNew Logo AcquisitionCRM ProficiencyTeam LeadershipCoaching Account ExecutivesB2B Sales ExperienceNegotiation SkillsCultural AwarenessRelationship BuildingAdaptability

Required

Experience leading high-performing, distributed field sales teams in open source, DevOps, or SaaS environments with a focus on new logo acquisition and net new revenue

Background building, coaching, and developing Account Executives to create a pipeline, progress opportunities, and close first-order deals across a regional territory

Demonstrated ability to design and execute scalable sales strategies for large, mixed account bases (installed customers and whitespace) across AMER

Proficiency with CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to forecast, manage pipeline, and support operational discipline

Skill in building relationships, negotiating, and structuring deals with executive-level stakeholders at customer organizations

Awareness of regional nuances, cultures, and go-to-market dynamics across AMER, and the ability to adapt your approach accordingly

Ability to apply sound judgment, adapt to changing conditions, and balance strategic planning with hands-on support for active opportunities

Openness to diverse, transferable leadership and sales backgrounds that show success driving new business in complex B2B environments