Global Sales Director of SMB, New Business - 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.

An Overview of This Role

The Director of New Business owns GitLab's end-to-end new-logo acquisition strategy — from pipeline generation through regional execution — and leads the org through four manager-level leaders: a New Business EMEA Manager, a New Business AMER Manager, a New Business BDR Manager, and a New Business SDR Manager. This is a new, expanded scope in our GTM organization, critical to building GitLab's customer base and continued long-term growth.

Reporting to sales leadership, you will be responsible for hiring, developing, and leading a team of managers — and, through them, their teams of BDRs, SDRs, and New Logo Account Executives — to meet and exceed new-business goals across regions. The right candidate is passionate about open source software, DevSecOps, and selling to development teams, with a proven track record leading multiple sales or pipeline-generation teams.

What You'll Do

• 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, through them, their teams.
• Build and iterate the outbound and top-of-funnel playbook spanning pipeline generation through regional deal execution.
• Set a unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams.
• Build cross-functional relationships and influence roadmaps across regions to drive new logos.
• Partner with senior sales, marketing, and RevOps leadership to align new-business strategy with corporate revenue goals.
• Drive cross-regional forecasting, pipeline health, and revenue reporting for the global new-business function.
• Analyze market dynamics across regions to maximize existing successes and create new growth opportunities.
• Educate the org on industry factors: competitive products, regulations, trends, customer needs, and pricing.
• Establish and report on team- and org-level metrics; address performance gaps across managers and their teams.
• Ensure the new-business plan is aligned with and supports the corporate revenue goal.
• Recruit and hire manager-level talent; invest time weekly building a pipeline of future manager and leadership hires.
• Foster a successful, positive culture across a multi-region, multi-function org.

What You'll Bring

• 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, and coaching managers to do the same.
• 8+ years of B2B software sales experience, including 4+ years in a people-management role; experience managing managers (a "manager of managers") strongly preferred.
• Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution.
• Experience operating across regions (EMEA and AMER ideally, APJ is a big bonus) with an understanding of regional market dynamics.
• Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at an org level.
• Ability to coach managers on team leadership, technical sales, and value-based selling.
• Experience selling to small & medium businesses; willingness to "roll up your sleeves" when needed.
• Experience utilizing CRM and marketing automation systems (Salesforce, Clari, Marketo, etc.).
• Strong executive presence; ability to represent the new-business function to senior leadership.
• Strong relationship-building and negotiation skills.
• Strong presentation skills; executive-level written and verbal communication, with the ability to mentor managers.
• Alignment with GitLab's core values.
• Ability to use GitLab and travel if needed.