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GitLab is seeking a Regional Sales Director for France to lead and grow the company's sales presence in the country. You will own the France sales strategy, build and lead a team of Account Executives, drive revenue growth through disciplined sales processes, and partner across account management, customer success, marketing, product, engineering, and operations.
Key responsibilities include:
- Lead France business growth, owning the country plan, pipeline discipline, and execution to achieve quarterly bookings and ARR targets
- Manage, coach, and develop a small team of Account Executives; stay close to the field and model hands-on sales behavior
- Drive new logo acquisition across medium-sized businesses while developing long-term strategy for larger accounts
- Build GitLab's reputation in the French market through partnerships with marketing, business development, and local networks
- Establish clear operating rhythms, sales processes, and methodologies that bring structure and accountability
- Collaborate with regional sales leaders and cross-functional partners to align territory coverage and share best practices
- Develop and maintain strong relationships with key accounts at the executive level, positioning GitLab as a strategic partner
- Analyze pipeline, forecast, and performance data to identify gaps and opportunities; represent the France business internally by sharing market insights
You will report to the VP of Sales and balance hands-on field leadership with strategic vision. The role is fully remote and part of an all-remote regional sales organization that collaborates asynchronously across time zones.
Requirements:
- Experience building and leading high-performing sales teams, ideally within France, with a focus on coaching and developing talent
- Ability to design and execute a country go-to-market plan, including pipeline generation discipline, territory coverage, and disciplined deal execution
- Strength in balancing hands-on field work with strategic leadership, staying close to customers while managing day-to-day operations
- Familiarity with B2B software or technology sales and open source/DevSecOps concepts, with enthusiasm for learning GitLab's platform
- Skills in creating structure, setting clear expectations, and driving organized, data-informed sales processes (e.g., MEDDPICC or similar methodologies)
- Strong relationship-building skills with ability to create trust and empathy with customers and team members at all levels
- Comfort operating in a dynamic, growth-focused, all-remote environment; self-directed "manager of one"; proficiency with Salesforce.com or similar CRM and marketing automation systems
