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GitLab is seeking a Territory Sales Manager for the Japan market to own and grow enterprise relationships in the Digital Natives and Retail segments. You will lead the complete sales cycle—from prospecting and qualification through deployment and long-term adoption—for complex enterprise deals. Reporting to an Area Sales Manager or Regional Director, you'll use a consultative approach to understand customer needs, guide evaluations, and coordinate pre- and post-sales resources to ensure successful implementations and measurable business outcomes.
Key responsibilities include: managing the full sales cycle for enterprise accounts in your Japan territory; developing and executing account plans aligned to customer business objectives; conducting prospecting and opportunity development with named large accounts and strategic channel partners; coordinating with solutions architects, customer success, and support teams to drive adoption and expansion; maintaining transparent activity, pipeline, and forecast reporting; analyzing wins and losses to improve future outcomes; acting as the voice of the customer by sharing feedback through GitLab's public issue tracker; and using consultative selling to uncover business issues and deliver compelling proposals.
You should bring experience managing complex sales cycles with large enterprise customers in Digital Natives and retail; proven ability to prospect, qualify, and develop new opportunities while growing existing accounts; skill in leading pre- and post-sales activities and coordinating with technical and channel partners; proficiency in consultative selling and account planning; ability to prepare accurate activity and forecast reports; strong communication and collaboration skills; familiarity with software development concepts and tools (Git, development tools, ALM); and alignment with GitLab's values of openness and continuous learning.
