Director of Regional Sales (Strategic Accounts)

2 Months ago • All levels • Sales

Job Summary

Job Description

The Director of Regional Sales (Strategic Accounts) will lead a sales team and drive growth for GitLab. Responsibilities include developing sales strategies, expanding the client base, maintaining relationships with key decision-makers, analyzing market dynamics, and driving a solution-selling approach. The role involves customer adoption, verticalization, forecasting, team leadership, and talent development. The ideal candidate should have experience in open-source software or DevOps, selling to Fortune 500 companies, and using MEDDPICC or similar sales methodologies. The role requires strong communication and negotiation skills. The Director will report to the Area Vice President of Southern Europe. This is an opportunity to significantly influence GitLab's success and growth.
Must have:
  • Experience in field sales and leadership in software DevOps.
  • Experience selling to Fortune 500 companies.
  • Experience using MEDDPICC or similar sales methodology.
  • Strong solution selling experience.
  • Experience utilizing CRM systems.
  • Strong relationship building and negotiation skills.

Job Details

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

The Director of Regional Sales (Strategic Accounts) reports to the Area Vice President of Southern Europe 

The Director of Regional Sales (RSD) role is vital in all of our territory selling markets. As the RSD, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the AVP of Southern Europe, you will be responsible for hiring, developing and leading a high-performing team of Strategic Account Executives to meet and exceed sales goals. The right candidate is truly passionate about overseeing a sales team that manage territories with a mix of velocity accounts and large opportunities within open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.

Responsibilities

  • Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team. Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization 
  • Develops and executes strategies focused on expanding the client base within the territory
  • Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO’s & Program level leaders for the account set 
  • Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
  • Drives the transformation to a solution-selling approach. Focuses on growing our top-tier client base and positioning our offerings as transformational solutions. Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.
  • Prioritises customer adoption and consumption. Works directly with customers to ensure that they derive maximum value from our solutions. Support the team in fostering long-term relationships and driving customer success.
  • Leads efforts to explore and execute verticalisation as a model for scaling. Provide strong strategic direction for the development of vertical sales teams and specialized market approaches.
  • Prepares forecasts, territory/industry management, and growth plans
  • Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
  • Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
  • Ensures that the sales plan is aligned with and supports the corporate revenue goal
  • Invests time weekly to build and engage a pipeline of top talent for potential future hires
  • Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment. 
  • Hires, coaches and develops top talent into the team
  • Drives a high performing sales organisation and
  • Leads by example whilst being a role model for the team
  • Empowers individuals to grow their own business

Director of Regional Sales (Strategic Accounts) Requirements

  • Demonstrated progressive experience in field sales, operations and leadership in open source software or software DevOps environment 
  • Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell
  • Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology. 
  • Strong solution selling experience and experience elevating the team to be solution sellers
  • Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
  • Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
  • Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
  • Strong relationship building and negotiation skills
  • Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
  • You share our values, and work in accordance with those values.
  • Leadership at GitLab
  • Ability to use GitLab

Ability to travel if needed (and comply with the company’s travel policy)

Hiring Process

  • Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

    • Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
    • Next, candidates will be invited to schedule a first interview with the Hiring Manager
    • Next, candidates will be invited to a panel interview
    • Final Interview will be with a Sales leader

    Additional details about our process can be found on our hiring page.

#LI-JM2


Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Similar Jobs

Nice - Senior Services Engineer, Managed Services

Nice

Pune, Maharashtra, India (Hybrid)
3 Weeks ago
Tencent - Senior Regional Game Operation Manager

Tencent

Shanghai, Shanghai, China (On-Site)
8 Months ago
Zeeco, Inc. - Field Service Engineer Coordinator

Zeeco, Inc.

State Of São Paulo, Brazil (On-Site)
6 Months ago
Qualcomm - LLVM Compiler Engineer

Qualcomm

San Diego, California, United States (On-Site)
1 Month ago
Ion - Java Junior Developer

Ion

Chișinău, Chisinau, Moldova (Hybrid)
4 Months ago
Telastra - Telstra Retail: Customer Service & Sales Consultant

Telastra

Renmark, South Australia, Australia (On-Site)
1 Month ago
Toast - District Sales Manager

Toast

Kansas City, Missouri, United States (On-Site)
1 Month ago
Attio - Sales Development Representative

Attio

New York, United States (Hybrid)
1 Week ago
Paytm - Recruiter - Sales (Bulk Hiring)

Paytm

Noida, Uttar Pradesh, India (On-Site)
4 Months ago
Marsh McLennan - Talent Acquisition Sourcing Specialist with German

Marsh McLennan

Warsaw, Masovian Voivodeship, Poland (Hybrid)
1 Month ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

PayPal - Senior Data Scientist

PayPal

Chicago, Illinois, United States (Hybrid)
1 Month ago
EvenUp - Customer Onboarding Specialist, Enterprise

EvenUp

Chicago, Illinois, United States (On-Site)
4 Weeks ago
zeta - Manager Data Analytics EDW

zeta

Bengaluru, Karnataka, India (On-Site)
3 Months ago
Razer - Manager, UX

Razer

Singapore (On-Site)
1 Month ago
Monzo - Senior Product Manager, Open Banking

Monzo

London, England, United Kingdom (Remote)
2 Months ago
Toast - Senior Software Engineer - Full Stack

Toast

Bengaluru, Karnataka, India (Hybrid)
1 Month ago
Power Integrations - Database Administrator, Oracle EBS

Power Integrations

Pasig, Metro Manila, Philippines (On-Site)
10 Months ago
Figma - Growth Marketing Manager, Campaigns

Figma

San Francisco, California, United States (Remote)
1 Month ago
Tencent - Senior Legal Counsel, Payments

Tencent

(On-Site)
5 Months ago
Qualcomm - Staff Engineer HW Platform Architecture IE-IOT

Qualcomm

San Diego, California, United States (On-Site)
2 Months ago

Get notifed when new similar jobs are uploaded

Jobs in Paris, Île-de-France, France

Qualcomm - Dev Ops Engineer

Qualcomm

Colombes, Île-de-France, France (On-Site)
1 Month ago
Ubisoft - Senior Gameplay Programmer 3C

Ubisoft

Montpellier, Occitanie, France (On-Site)
3 Months ago
Ubisoft - Senior Gameplay Programmer 3C

Ubisoft

Montpellier, Occitanie, France (On-Site)
4 Months ago
appier - Accounting Manager

appier

Paris, Île-de-France, France (On-Site)
1 Month ago
Global Business Travel - Senior Product Manager

Global Business Travel

Issy-les-Moulineaux, Île-de-France, France (On-Site)
2 Weeks ago
Devoteam - Ingénieur Microsoft 365 H/F

Devoteam

Levallois-Perret, Île-de-France, France (Remote)
9 Months ago
YouGov - Sales Development Representative Intern

YouGov

Paris, Île-de-France, France (On-Site)
2 Weeks ago
Thales - Cybersecurity Architect Consultant

Thales

Bordeaux, Nouvelle-Aquitaine, France (Hybrid)
2 Months ago
Owkin - Senior Frontend Engineer

Owkin

Paris, Île-de-France, France (Remote)
4 Weeks ago

Get notifed when new similar jobs are uploaded

Sales Jobs

Vimeo - Senior Director, Strategic Sales

Vimeo

United States (Remote)
1 Week ago
Illumina - Sr. District Sales Manager

Illumina

United States (Remote)
2 Months ago
Paytm - Area Sales Manager - Indore

Paytm

Indore, Madhya Pradesh, India (On-Site)
1 Month ago
Wolters Kluwer - Field Sales Executive - SaaS Software Solutions

Wolters Kluwer

Kuala Lumpur, Federal Territory Of Kuala Lumpur, Malaysia (Hybrid)
3 Days ago
Paytm - Team Lead - Sales - Offline Merchants QR

Paytm

Wayanad, Kerala, India (On-Site)
2 Months ago
Maersk - Mekong Head of Integrated Solutions & Sales Operations

Maersk

Ho Chi Minh City, Vietnam (On-Site)
1 Month ago
Lytx,  Inc  - New Acquisitions Sales Manager

Lytx, Inc

United States (Remote)
2 Weeks ago
Autodesk - Technical Sales Specialist

Autodesk

Denver, Colorado, United States (Hybrid)
1 Week ago
Visa - Senior Manager, Sales Learning Consultant

Visa

Atlanta, Georgia, United States (Hybrid)
2 Months ago
Telastra - Customer Service & Sales Consultant

Telastra

Mandurah, Western Australia, Australia (On-Site)
1 Month ago

Get notifed when new similar jobs are uploaded

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug