About the company
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.
About the role
As the Regional Director, Commercial Sales - LATAM, you'll lead a team of Commercial Account Executives to grow adoption of GitLab's AI-powered DevSecOps platform. You'll own software sales, bookings, and revenue across the region. Reporting to the Area Vice President, LATAM, you'll hire and develop your team, set territory and industry strategies, and align regional sales plans with GitLab's growth goals.
Responsibilities
- Lead, coach, and develop Commercial Account Executives serving the LATAM market
- Build territory and industry plans based on market dynamics, customer needs, and competitive trends
- Establish operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy
- Own accurate sales forecasts, territory management plans, and regional growth strategies
- Establish, track, and report on team performance metrics
- Partner with Renewals, Marketing, and Sales Operations to manage pipeline health
- Recruit, hire, and onboard sales talent
- Build an inclusive, positive team culture through regular coaching
- Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning
Requirements
- Progressive experience in field sales and sales operations in open source software, DevOps, or a similar SaaS environment
- Success leading and developing account-focused sales teams, including hiring, coaching, and performance management
- Track record of meeting or exceeding revenue, pipeline, and other sales performance objectives
- Experience building and executing go-to-market strategies for LATAM
- Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics
- Practical experience using CRM and sales and marketing tools, such as Salesforce, Clari, or Marketo
- Relationship-building, negotiation, and presentation skills
- Interest in open source and commitment to GitLab's values
Conditions
- All-remote team, collaborating across time zones using asynchronous workflows
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave