Director of Regional Sales (Strategic Accounts)

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.

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