Director, Regional Sales - West

GitLab

6d•Remote

About The Position

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. An overview of this role As the Regional Director for our Commercial AMER vertical, you’ll lead a 5-person team of Commercial Account Leaders to grow adoption of GitLab’s AI-powered DevSecOps platform across existing and new commercial customers. Reporting to the Area Vice President, you’ll be accountable for software bookings and revenue in your territory, making sure your team’s sales plans align with GitLab’s broader growth strategy. You’ll build a high-performance, values-driven culture through hiring and developing sellers, coaching on deal strategy, and collaborating closely with partners across Sales Operations, Marketing, and Customer Success. In your first year, you’ll focus on building a healthy pipeline, setting clear performance metrics, and establishing a repeatable, scalable sales motion for commercial clients. You’ll also stay close to the field by engaging directly with key Fortune 500 prospects and customers. This person MUST be located in the Pacific or Central Timezone.

Requirements

Demonstrated progression in field sales, operations, and leadership within an open source software, DevOps, or similar software/SaaS environment.
Experience leading high-performing commercial sales teams, including hiring, coaching, and developing account leaders who work with commercial and Fortune 500 clients.
Proficiency managing a sales pipeline and forecast using customer relationship management and marketing automation tools such as Salesforce, Clari, or Marketo.
Ability to analyze market dynamics and competitive offerings, and translate customer needs into territory and growth plans.
Skill in building and maintaining strong customer and partner relationships, including negotiation and deal execution.
Clear and confident communication and executive presentation skills, with the ability to mentor others on communication and sales practices.
Comfort working in a fast-paced, results-focused environment with sound judgment, adaptability, and creativity as needs change.
Alignment with GitLab’s values, with openness to candidates bringing transferable leadership and commercial sales skills from adjacent software markets.

Responsibilities

Lead and manage a 5-person Commercial AMER sales team to execute territory plans and consistently meet software bookings and revenue goals.
Drive sales strategy and deal execution across existing and new Commercial customers, ensuring healthy pipeline coverage and disciplined opportunity management.
Analyze market dynamics, territory trends, and customer needs to refine territory design, industry coverage, and go-to-market approaches.
Prepare, own, and communicate accurate forecasts and territory management plans that align with broader Commercial and corporate revenue objectives.
Educate and enable your team on competitive products, market regulations, pricing, and trends in DevSecOps, AI-powered DevSecOps, and open source software.
Establish, track, and report on performance metrics, using data to coach your team, improve execution, and address performance gaps.
Recruit, hire, and onboard Commercial sales talent while maintaining a strong external network and pipeline of prospective candidates.
Collaborate closely with Sales Operations, Marketing, Customer Success, and sales leadership to support account strategies, drive expansion, and improve how Commercial customers adopt GitLab’s platform.