GitLab · 6 hours ago
SMB Regional Manager – Growth, AMER
United States
Full-time
Remote
Senior Level
$106K/yr - $164K/yrGitLab is an open-core software company that develops a comprehensive AI-powered DevSecOps Platform. As the Regional Manager SMB Growth, you'll lead a team focused on growing GitLab's SMB install-base and driving revenue, while coaching and developing your team members to achieve their goals.
Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS
Responsibilities
Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets
Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team
Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes
Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle
Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage
Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles
Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business
Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale
Qualification
Required
Demonstrated ability to lead quota-carrying sales teams, ideally SMB Account Executives, and to coach others across the full deal cycle (from qualification and pipeline generation through deal progression and closing) within a defined book of business and territory coverage
Familiarity with modern software development and DevOps/DevSecOps practices (for example SCM, CI/CD, and Agile planning) and the ability to quickly ramp up as a hands-on user of GitLab's platform
Ability to act as a hands-on 'player-coach,' co-selling on customer calls, providing direct feedback on objection handling and multithreading, and building a supportive culture that uses clear expectations, coaching, and shared accountability for outcomes to continually improve team performance
Comfort working closely with sales operations and CRM workflows to understand and improve rep productivity, pipeline quality, and forecasting accuracy
Track record of taking ownership of complex initiatives, managing projects end-to-end, and using analytical thinking to identify opportunities, gather requirements, prioritize across teams, drive projects independently, and turn data into insights that move complex cross-functional work forward
Executive-level communication and presentation skills; ability to articulate strategy clearly, mentor others effectively, and serve as a GitLab expertise resource to your team
Willingness and ability to travel as needed, in compliance with company travel 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
Company
GitLab
GitLab is a web-based Git repository manager that offers a variety of features for software development teams.
Founded in 2014
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$413.5MKey Investors
ICONIQ GrowthGoogle VenturesAugust Capital
2021-10-14IPO
2019-09-17Series E· $268M
2018-09-19Series D· $100M
Leadership Team
Bill Staples
Chief Executive Officer
Sytse Sijbrandij
Co-founder and Executive Chair
Recent News
2026-01-24
2026-01-23
Company data provided by crunchbase