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GitLab is seeking a Regional Sales Director, Commercial for LATAM to lead a team of Commercial Account Executives in growing adoption of GitLab's AI-powered DevSecOps platform. You will own software sales, bookings, and revenue across the LATAM region, helping customers increase developer productivity, improve operational efficiency, and reduce security and compliance risk.
In this role, you will report to the Area Vice President, LATAM, and be responsible for hiring and developing your sales team, setting territory and industry strategies, and aligning regional sales plans with GitLab's growth goals. You'll build foundational operational discipline including defined sales cadence, consistent methodology (MEDDPICC and Command of the Message), and partner strategy to multiply regional coverage.
Key responsibilities include:
- Lead, coach, and develop Commercial Account Executives to deliver sales, bookings, and revenue results
- Build territory and industry plans based on market dynamics, customer needs, and competitive trends
- Establish operating rhythm with qualification standards, pipeline hygiene, deal inspection, and forecast accuracy
- Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with company revenue goals
- Establish, track, and report on team performance metrics; address gaps through coaching and plan adjustments
- Partner with Renewals, Marketing, and Sales Operations on pipeline health, renewal performance, and deal execution
- Recruit, hire, and onboard sales talent; maintain pipeline of potential future hires
- Build inclusive, positive team culture through regular coaching, clear expectations, and ongoing development
- Enable team on GitLab's product, pricing, AI-powered DevSecOps positioning, and LATAM market factors
GitLab is an all-remote organization with 50+ million registered users and 50%+ of Fortune 100 companies as customers. The company emphasizes AI as a core productivity multiplier and values collaboration, results, efficiency, diversity, inclusion, iteration, and transparency.
REQUIREMENTS:
- Progressive experience in field sales and sales operations in open source software, DevOps, or similar SaaS environments; transferable leadership and regional sales experience from adjacent software markets welcome
- Proven success leading and developing account-focused sales teams, including hiring, coaching, and performance management
- Track record of meeting or exceeding revenue, pipeline, and other sales performance objectives
- Experience building and executing go-to-market strategies for LATAM, with willingness to lead team and participate directly in selling
- Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics
- Practical experience with CRM and sales/marketing tools such as Salesforce, Clari, or Marketo for managing forecasts, territories, and pipeline
- Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and ability to mentor others
- Interest in open source and commitment to GitLab's values
