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Salary: USD 148,000 - 248,400 / annual
GitLab is seeking a Global Sales Director of New Business to own the end-to-end new-logo acquisition strategy across EMEA and AMER regions. This is a newly expanded scope role critical to building GitLab's customer base and driving long-term growth.
You will report to sales leadership and be responsible for hiring, developing, and leading four manager-level direct reports: a New Business EMEA Manager, a New Business AMER Manager, a New Business BDR Manager, and a New Business SDR Manager. Through these managers, you will oversee teams of BDRs, SDRs, and New Logo Account Executives across regions.
Key responsibilities include:
- Owning the end-to-end new-logo strategy spanning pipeline generation through regional deal execution
- Leading, developing, and holding accountable four manager-level direct reports and their teams
- Building and iterating the outbound and top-of-funnel playbook across regions
- Setting unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
- Building cross-functional relationships and influencing roadmaps to drive new logos
- Partnering with senior sales, marketing, and RevOps leadership to align new-business strategy with corporate revenue goals
- Driving cross-regional forecasting, pipeline health, and revenue reporting
- Analyzing market dynamics across regions to maximize successes and create growth opportunities
- Educating the organization on competitive products, regulations, trends, customer needs, and pricing
- Establishing and reporting on team and org-level metrics; addressing performance gaps
- Recruiting and hiring manager-level talent with weekly pipeline building for future leadership hires
- Fostering a successful, positive culture across a multi-region, multi-function organization
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab.
REQUIREMENTS:
- Proven track record leading multiple sales or pipeline-generation teams, ideally across regions
- History of exceeding new-business quotas at team and org level, and coaching managers to do the same
- 8+ years of B2B software sales experience, including 4+ years in a people-management role; experience managing managers ("manager of managers") strongly preferred
- Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution
- Experience operating across regions (EMEA and AMER ideally; APJ is a bonus) with understanding of regional market dynamics
- Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at org level
- Ability to coach managers on team leadership, technical sales, and value-based selling
- Experience selling to small & medium businesses; willingness to "roll up your sleeves" when needed
- Experience utilizing CRM and marketing automation systems (Salesforce, Clari, Marketo, etc.)
- Strong executive presence; ability to represent the new-business function to senior leadership
- Strong relationship-building and negotiation skills
- Strong presentation skills; executive-level written and verbal communication with ability to mentor managers
- Ability to use GitLab
- Ability to travel if needed and comply with company travel policy
