Global Sales Director of SMB, New Business

Overview

Lead GitLab's end-to-end new-logo acquisition strategy, from pipeline generation through regional execution, and lead the org through four manager-level leaders across EMEA, AMER, BDR and SDR.

What you'll do

• Own the end-to-end new-logo strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions
• Lead, develop, and hold accountable four manager-level direct reports and, through them, their teams
• Build and iterate the outbound and top-of-funnel playbook spanning pipeline generation through regional deal execution
• Set a unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
• Build cross-functional relationships and influence roadmaps across regions to drive new logos
• Partner with senior sales, marketing, and RevOps leadership to align new-business strategy with corporate revenue goals
• Drive cross-regional forecasting, pipeline health, and revenue reporting for the global new-business function
• Analyze market dynamics across regions to maximize existing successes and create new growth opportunities
• Educate the org on industry factors: competitive products, regulations, trends, customer needs, and pricing
• Establish and report on team- and org-level metrics; address performance gaps across managers and their teams
• Ensure the new-business plan is aligned with and supports the corporate revenue goal
• Recruit and hire manager-level talent; invest time weekly building a pipeline of future manager and leadership hires
• Foster a successful, positive culture across a multi-region, multi-function org

What you'll need

• Proven track record leading multiple sales or pipeline-generation teams, ideally across regions
• History of exceeding new-business quotas at a team and org level, and coaching managers to do the same
• 8+ years of B2B software sales experience, including 4+ years in a people-management role
• Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution
• Experience operating across regions (EMEA and AMER ideally) with an understanding of regional market dynamics
• Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at an org level
• Ability to coach managers on team leadership, technical sales, and value-based selling
• Experience selling to small and medium businesses; willingness to roll up your sleeves when needed
• Experience utilizing CRM and marketing automation systems (Salesforce, Clari, Marketo, etc.)
• Strong executive presence; ability to represent the new-business function to senior leadership
• Strong relationship-building and negotiation skills
• Strong presentation skills; executive-level written and verbal communication, with the ability to mentor managers
• You share GitLab's values and work in accordance with those values
• Ability to use GitLab
• Ability to travel if needed and comply with the company's travel policy

Nice to have

• Experience managing managers (a "manager of managers")
• APJ experience

Details

• Remote, Canada; Remote, United Kingdom; Remote, United States
• Sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary