Regional Sales Director, Enterprise - Southeast

Overview

Lead a team of Strategic Account Executives across the Southeastern United States to drive software sales, bookings, and revenue for GitLab's AI-powered DevSecOps platform. The role is fully remote, based in the Southeast, US.

What you'll do

• 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 on 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 your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to US 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, 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.
• Ability to travel as needed and comply with GitLab's travel policy.

Details

• Fully remote role based in the Southeast, US.
• Reports to the AVP, East.
• Base salary range of $148,000 to $248,400 USD for United States residents; sales roles are also eligible for incentive pay targeted at up to 100% of base salary.
• Full-time employment.