About the company
GitLab is the intelligent orchestration platform for DevSecOps. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab.
Responsibilities
- Own the end-to-end new-logo strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions
- Lead, develop, and hold accountable four manager-level direct reports and their teams
- Build and iterate the outbound and top-of-funnel playbook
- Set a unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
- Build cross-functional relationships and influence roadmaps across regions
- Partner with senior sales, marketing, and RevOps leadership
- Drive cross-regional forecasting, pipeline health, and revenue reporting
- Analyze market dynamics across regions
- Establish and report on team- and org-level metrics
- Recruit and hire manager-level talent
- Foster a successful, positive culture across a multi-region, multi-function org
Requirements
- Proven track record leading multiple sales or pipeline-generation teams, ideally across regions
- History of exceeding new-business quotas at a team and org level
- 8+ years of B2B software sales experience, including 4+ years in a people-management role
- Experience managing managers strongly preferred
- Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR)
- Experience operating across regions (EMEA and AMER ideally, APJ is a bonus)
- Ability to coach managers on team leadership, technical sales, and value-based selling
- Experience selling to small & medium businesses
- Experience utilizing CRM and marketing automation systems (Salesforce, Clari, Marketo)
- Strong executive presence, relationship-building, and negotiation skills
Conditions
- Remote, Canada; Remote, United Kingdom; Remote, United States
- Sales roles are eligible for incentive pay