GitLab - Regional Sales Director
Requirements
• Progressive experience in field sales and sales operations in an open source software, DevOps, or similar software-as-a-service environment • Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management • Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.) • Experience building and executing go-to-market strategies for the German market, with a willingness to both lead and participate directly in selling activities • Commercial and analytical skills to interpret sales performance data and adjust regional plans in ways that drive sustainable, long-term growth • Practical experience working with CRM and sales/marketing tools (for example Salesforce, Clari, Marketo) to manage forecasts, territories, and pipeline • Ability to analyze market trends, customer needs, and competitive dynamics to inform territory planning and team enablement • Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others • Alignment with GitLab’s values and interest in open source, with openness to candidates who bring transferable leadership and regional sales experience from adjacent software markets • How GitLab Supports Full-Time Employees • 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, coach, and motivate a team of Strategic & Major Account Executives focused on the German market to deliver software sales, bookings, and revenue results • Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities • Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab’s overall revenue goals • Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes • Collaborate closely with Renewals, Marketing, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution • Recruit, hire, and onboard top sales talent while building and maintaining a strong pipeline of potential future hires in the region • Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development • Educate and enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to the German market, such as data privacy, data sovereignty, and sector-specific compliance requirements
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