Director, Regional Sales - GitLab

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.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

Role Overview

As the Director of Regional Sales for Japan, you will own the strategy and execution to grow GitLab's presence across Japan. You will build and manage an Account Executive team, establish clear, data-informed sales processes, and engage directly with key accounts.

Reporting to the Country Manager, Japan, you will work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you'll help shape GitLab's go-to-market motion in Japan, support new logo acquisition and expansion, and influence how we bring our Governed Software Factory and DevSecOps value proposition to a broad range of customers.

What You'll Do

• Oversee the growth of GitLab's business in Japan by building the regional sales plan, maintaining pipeline visibility, and guiding day-to-day execution.
• Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, field-focused sales practices.
• Support new logo acquisition across Enterprise businesses in Japan, while shaping and executing a long-term strategy for larger, complex, multi-stakeholder accounts.
• Guide deal strategy and contract negotiations for high-value opportunities.
• Build GitLab's reputation in the Japan market by partnering with marketing, business development, and local networks to generate qualified pipelines.
• Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure and repeatability.
• Work with regional sales managers and cross-functional partners in customer success, marketing, product, engineering, and operations.
• Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner.
• Review pipeline, forecast, and performance data to identify gaps and opportunities, adjusting regional plans accordingly.

What You'll Bring

• Experience building and managing sales teams in a regional context, with a focus on coaching, field engagement, and talent development.
• Ability to design and execute a regional go-to-market plan, including pipeline generation, territory coverage, and structured deal execution.
• Skill in coaching teams through a clear sales process (such as MEDDPICC or similar methodologies) and assisting with complex deal strategy.
• Familiarity with B2B software sales, technology sales, and AI-accelerated workflows and platforms.
• Demonstrated strength in consultative, value-based selling and developing relationships with senior customer stakeholders.
• Comfort working in a dynamic, all-remote environment, using initiative and CRM tools like Salesforce.com to stay organized.
• Ability to collaborate effectively across cross-functional internal teams to enable customer growth.

About the Team

We are the regional sales team for Japan, focused on growing the business by building strong customer relationships, developing the field organization, and partnering across GitLab to deliver a consistent experience for our customers.

How GitLab Supports You

• Comprehensive health and well-being benefits
• Flexible Paid Time Off (PTO)
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups