GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
As Director, Regional Sales, you will lead a dynamic sales team and help GitLab surpass our growth goals. The right candidate is responsible for building and leading a world class sales team, implementing technology and processes, and partnering with the account management, customer success, marketing, product, engineering and operations teams to deliver the best possible customer experience. The right candidate is truly passionate about open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.
Responsibilities- Drives, manages and executes the business and revenue of a regional sales team
- Develops and executes strategies focused on expanding the client base within the region while maintaining and growing existing accounts at acceptable margins
- Analyzes regional market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
- Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
- Prepares forecasts, territory/industry management, and growth plans; accurately forecasts bookings by territory and prioritizes time accordingly
- Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
- Ensures that the regional sales plan is aligned with and supports the corporate revenue goal
- Effectively engages Ecosystems, Customer Success, Marketing, and Sales resources during the sales process to deliver the best customer experience
- Maintains close contact with key accounts by establishing strong relationships with key decision makers; develops and maintains a strong executive call plan and relationship with CXO’s & Program level leaders
- Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals and solutions
- Effectively recruits, hires and trains staff members; invests time weekly to build and engage a pipeline of top talent for potential future hires; fosters a successful and positive team environment; develops and coaches Sales leads
- Typically manages a regional Sales team
- Process, data driven sales operations background. Strong experience with Salesforce.com, and building track-able, repeatable sales processes.
- Demonstrated progressive experience in field sales, operations and leadership in open source software or a software DevOps environment
- Willingness to “roll up the sleeves” and sell
- Experience repeatably selling multi-million dollar deals to Fortune 500 companies as both an individual contributor and sales leader
- Consistently achieved bookings targets
- Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology
- Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
- Ability to handle a fast-paced environment and challenging workload
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience utilizing CRM systems and marketing automation systems (such as salesforce, market, outreach etc.)
- Strong relationship building and negotiation skills
- Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
- Ability to assess and hire Sales talent
- Experience with coaching and developing Sales reps and managers
- Prior employment in technology consulting, open source software or software development is highly desired
- Demonstrate high levels of integrity, initiative, honesty and leadership
- Leadership at GitLab
- Ability to use GitLab
- Ability to travel if needed and comply with the company’s travel policy
As with all roles in the Sales Department the Director, Regional Sales participates in the Sales KPIs.
Career LadderThe Director, Regional Sales would move into the VP, Enterprise Sales Job Family, or the VP, MM and SMB Sales Job Family.
Hiring ProcessApplicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
- Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
- Next, candidates will be invited to schedule a first interview with the Hiring Manager
- Next, candidates will be invited to interview with 2-5 teammates
- Final Interview will be with a Sales Leader
Additional details about our process can be found on our hiring page.
About GitLab
GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab. Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
About the team
Thanks to our Transparency value, you can see what we are working on in our Team page.
Further information on the role can be found here - https://handbook.gitlab.com/job-families/sales/account-executive/
How GitLab will support you- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- Parental leave
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
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Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
