Regional Sales Director, Commercial - LATAM

Overview

Lead a team of Commercial Account Executives across LATAM to grow adoption of GitLab's AI-powered DevSecOps platform, owning software sales, bookings and revenue for the region.

What you'll do

• Lead, coach, and develop Commercial Account Executives serving the LATAM market to deliver software sales, bookings, and revenue results.
• Build territory and industry plans based on market dynamics, customer needs, and competitive trends, and turn those plans into growth opportunities.
• Establish that operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy.
• Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with GitLab's revenue goals.
• Establish, track, and report on team performance metrics, and address 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, positive team culture through regular coaching, clear expectations, and ongoing development.
• Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to LATAM markets.

What you'll need

• Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment.
• 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 for LATAM, with a willingness to lead your team and participate directly in selling.
• Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics, and use those insights to improve regional plans.
• Practical experience using customer relationship management (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 a commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.

Details

• Fully remote role based in Brazil; some roles may carry location-based eligibility requirements.
• Collaborate across time zones using asynchronous workflows.
• Reports to the Area Vice President, LATAM.