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Salary: USD 148,000 - 248,400 / annual
GitLab is seeking a Regional Sales Director, Enterprise for the Southeastern United States to lead a team of Strategic Account Executives and drive software sales, bookings, and revenue across the region. You will help new and existing customers adopt GitLab's AI-powered platform for DevSecOps to increase developer productivity, improve operational efficiency, and reduce security and compliance risk.
Reporting to the AVP, East, you will 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.
Key responsibilities include:
- Lead, coach, and develop Strategic Account Executives serving the Southeastern US to deliver 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 regional plan adjustments
- 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
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 is 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, with 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 CRM and sales/marketing tools such as Salesforce, Clari, or Marketo to manage 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 of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency
- Ability to travel as needed and comply with GitLab's travel policy
