[Hiring] Regional Sales Director, Enterprise @GitLab

Role Description

As Regional Director, Enterprise Sales for the Southeastern United States, you'll lead a team of Strategic Account Executives and own software sales, bookings, and revenue across the region. You'll help new and existing customers adopt GitLab's AI-powered platform for software development, security, and operations (DevSecOps) to increase developer productivity, improve operational efficiency, and reduce security and compliance risk.

Reporting to the AVP, East, you'll hire and develop sales talent, set territory and industry strategies, and align your team's sales plans with GitLab's growth goals. In your first year, you'll focus on building a strong team culture, deepening customer relationships across the Southeast, and meeting or exceeding performance objectives.

This role is fully remote and will be based in the Southeast, US.

What you'll do

• Lead, coach, and develop Strategic Account Executives serving the Southeastern US to deliver software sales, bookings, and revenue results.
• Build and execute territory and industry plans based on market dynamics, customer needs, and competitive trends.
• Establish a sales operating rhythm with clear qualification standards, pipeline hygiene, deal inspection, and accurate forecasts.
• Own sales forecasts, territory management plans, and regional growth strategies aligned with GitLab's revenue goals.
• Track and report on team performance metrics, addressing gaps through coaching and changes to regional plans.
• Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution.
• Recruit, hire, and onboard sales talent, and maintain a pipeline of potential future hires in the region.
• Build an inclusive team culture through regular coaching, clear expectations, and ongoing development.
• Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to US markets.

Qualifications

• Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment.
• Success leading and developing account-focused sales teams, including hiring, coaching, and performance management.
• A track record of meeting or exceeding revenue, pipeline, and other sales performance objectives.
• Experience building and executing go-to-market strategies, with a willingness to lead your team and participate directly in selling.
• Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics.
• Practical experience using customer relationship management (CRM) and sales and marketing tools, such as Salesforce, Clari, or Marketo.
• Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication.
• Interest in open source and a commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.
• Ability to travel as needed and comply with GitLab's travel policy.

Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave