Senior Director, Global SMB Sales

GitLab

3d•Remote

About The Position

As the Senior Director, Global SMB Sales, you will lead GitLab's worldwide strategy and execution for the small and medium-sized business segment (SMB). This is a senior leadership role with broad ownership across revenue, go-to-market design, team leadership, and operating rhythm for our global, distributed sales organization. You will guide a high-velocity, data-driven, and customer-focused sales motion that helps SMB customers adopt and expand their use of GitLab's AI-powered DevSecOps platform. In this role, you'll partner closely with Commercial Sales leadership, Marketing, Revenue Operations, Customer Success, Product, and Digital/Online Sales to shape scalable programs across the SMB customer lifecycle. Reporting to the VP, High Velocity Sales, you'll help define how we serve SMB customers globally while building the systems, talent, and strategy needed to support durable growth. This is a strong opportunity to influence both business outcomes and the future of our SMB motion at global scale.

Requirements

Significant experience in B2B software sales, including strong sales leadership experience in SMB or Commercial segments within a software as a service environment.
Proven success owning large revenue goals and driving growth through global or multi-region sales organizations.
Experience building and scaling high-velocity sales motions, including inbound, outbound, and digitally supported engagement models.
Strong ability to lead front-line leaders and managers in a distributed environment, with a track record of coaching teams in consultative and value-based selling.
Excellent analytical and operational judgment, including comfort using performance data to shape strategy, improve execution, and solve root-cause issues.
Demonstrated ability to collaborate and influence across senior stakeholders in Sales, Marketing, Product, Customer Success, Revenue Operations, and Finance.
Familiarity with sales planning and infrastructure topics such as forecasting, quota setting, territory design, coverage models, and customer account health.
Clear communication skills and enough technical fluency to explain GitLab's value to both business and technical buyers, including concepts related to DevSecOps, continuous integration and continuous delivery, source code management, Agile planning, and artificial intelligence capabilities.

Nice To Haves

Many successful candidates do not meet every single requirement.

Responsibilities

Own the global SMB business, including revenue performance across net new annual recurring revenue, expansion, and retention across routes to market.
Lead and scale a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions.
Build and improve a high-velocity SMB sales motion, extending existing playbooks and processes to support efficient, repeatable execution worldwide.
Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels, aligned to company revenue objectives.
Partner with Revenue Operations and Finance on key operating levers such as quotas, compensation, lead management, and territory changes.
Work closely with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless and effective SMB customer journey.
Establish and inspect core SMB performance metrics, including pipeline coverage, conversion, sales velocity, productivity, and retention, and take corrective action when needed.
Bring the voice of the SMB customer into strategic decisions by using market insight, customer behavior, and performance data to refine programs, messaging, and execution.