Regional Sales Director, Enterprise - Southeast
About The Position
As Regional Director, Enterprise Sales for the Southeastern United States, you will lead Strategic Account Executives and own software sales, bookings, and revenue across the region. You will help new and existing customers adopt GitLab's AI-powered DevSecOps platform to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the AVP, East, you will recruit and develop sales talent, set territory and industry strategies, and align the team's sales plans with GitLab's growth goals. Initial priorities include building a strong team culture, deepening customer relationships across the Southeast, and meeting or exceeding performance objectives. The role is fully remote and based in the Southeast, US. It is part of GitLab's US Enterprise Sales organization, an all-remote team that collaborates across time zones through asynchronous workflows and drives new and expansion revenue.
Requirements
- Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment; transferable leadership and regional sales experience from adjacent software markets is welcome.
- Success leading and developing account-focused sales teams, including hiring, coaching, and performance management.
- A 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 the team and participate directly in selling.
- Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics and apply insights to regional plans.
- Practical experience using CRM and sales and marketing tools such as Salesforce, Clari, or Marketo to manage forecasts, territories, and pipeline.
- Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the 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.
Responsibilities
- Lead, coach, and develop Strategic Account Executives serving the Southeastern US to deliver software 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 team performance metrics, addressing gaps through coaching and changes to regional plans.
- 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 the team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to US markets.
Benefits
- Benefits to support health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation and Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
