GitLab - Director, Regional Sales
Requirements
• 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 DACH / France. • 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 EMEA, 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. • The Regional Sales New Business team at GitLab is an all-remote, distributed group based across EMEA. We collaborate asynchronously and rely on clear written communication and shared playbooks to stay aligned. We prioritize the highest-potential accounts within our ideal customer profile and work with sales, marketing, and operations partners to coordinate go-to-market plans. As a growing function, we're focused on building a supportive, feedback-driven culture where people can experiment, learn quickly, and grow their careers in new business sales. • How GitLab will support you • 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 • 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. • 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. • Country Hiring Guidelines:
Responsibilities
• Lead a team of Account Executives across DACH / France focused on winning new logos and driving first-order revenue. • Develop and execute a scalable new business sales strategy for DACH / France, 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 DACH / France, reinforcing our value proposition and building long-term partnerships.
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