Regional Sales Director, Financial Services

Overview

Lead a team of Strategic Account Leaders selling GitLab's AI-powered DevSecOps platform to US Financial Services customers across banking, insurance, capital markets, and fintech. Reports to the AVP, Financial Services.

What you'll do

• Lead, coach, and motivate a team of Strategic Account Leaders focused on the US Financial Services market to deliver software sales, bookings, and revenue results
• Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities
• Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab's overall revenue goals
• Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes
• Collaborate closely with Renewals, Marketing, Sales Operations, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution
• Recruit, hire, and onboard top sales talent while investing time weekly to build and maintain a strong pipeline of potential future hires
• Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development
• Educate and enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to financial services (such as SOX, PCI DSS, FFIEC, DORA, and third-party risk and model governance requirements)

What you'll need

• 7-10 years of progressive experience in field sales, sales operations, and sales management in an open source software, DevOps, or similar software-as-a-service environment
• Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management
• Experience selling to Fortune 500 and enterprise financial institutions, with a willingness to "roll up your sleeves" and participate directly in selling activities
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Ability to exercise effective judgment, sensitivity, and creativity as needs change, and to thrive in a fast-paced environment with a challenging workload
• Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others
• Alignment with GitLab's values and a genuine passion for open source, with openness to candidates who bring transferable leadership experience from adjacent software markets
• Ability to travel if needed and comply with the company's travel policy

Nice to have

• Experience building and executing go-to-market strategies for regulated industries, ideally Financial Services

Details

• Location: Remote, United States
• Part of the AMER Enterprise Sales organization, an all-remote team collaborating across time zones using asynchronous workflows
• Base salary range $148,000 - $248,400 USD, plus incentive pay targeted at up to 100% of base salary