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GitLab is seeking a Regional Sales Director to lead the sales organization for Germany. You will manage a team of Strategic and Major Account Executives focused on driving adoption of GitLab's AI-powered DevSecOps platform across the German market. Reporting to the VP of Central EMEA, you will own revenue, bookings, and software sales targets while building strong relationships with new and existing enterprise customers.
Key responsibilities include leading and coaching your sales team to deliver results, developing territory and industry strategies based on market analysis and competitive dynamics, creating accurate sales forecasts and growth plans aligned with company objectives, establishing and tracking KPIs with accountability for performance gaps, and collaborating with Renewals, Marketing, and cross-functional partners on pipeline health and deal execution. You will also recruit and onboard top sales talent, build a strong hiring pipeline, and create a high-performing, inclusive team culture through regular coaching and clear expectations. Additionally, you will educate your team on GitLab's product positioning, pricing, AI-powered DevSecOps value proposition, and key regulatory factors relevant to Germany such as data privacy, data sovereignty, and sector-specific compliance.
In your first year, the focus will be on building strong team culture, deepening GitLab's presence with German clients, and consistently meeting or exceeding performance objectives in the open source software and SaaS environment.
REQUIREMENTS:
- Progressive experience in field sales and sales operations in open source software, DevOps, or similar SaaS environments
- Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management
- Proven track record of meeting or exceeding revenue targets, pipeline targets, and other performance objectives
- Experience building and executing go-to-market strategies for the German market, with willingness to lead and participate directly in selling activities
- Commercial and analytical skills to interpret sales performance data and adjust regional plans for sustainable, long-term growth
- Practical experience with CRM and sales/marketing tools (e.g., Salesforce, Clari, Marketo) for forecasting, territory management, and pipeline tracking
- 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 mentoring ability
- Alignment with GitLab's values and interest in open source; openness to candidates with transferable leadership and regional sales experience from adjacent software markets
