Regional Sales Director, Commercial - LATAM

About 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.

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.

Overview of the Role

As the Regional Director, Commercial Sales - LATAM, you'll lead a team of Commercial Account Executives to grow adoption of GitLab's artificial intelligence (AI)-powered DevSecOps platform. You'll own software sales, bookings, and revenue across the region, helping new and existing customers increase developer productivity, improve operational efficiency, and reduce security and compliance risk.

You’ll also build a foundational operational discipline, including a defined sales cadence, a common methodology (MEDDPICC and Command of the Message) applied consistently across the team, and a partner strategy that multiplies regional coverage.

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.

What You'll Do

• Lead, coach, and develop Commercial Account Executives serving the LATAM market to deliver software sales, bookings, and revenue results.
• Build territory and industry plans based on market dynamics, customer needs, and competitive trends, turning those plans into growth opportunities.
• Establish an operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy.
• Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with revenue goals.
• Establish, track, and report on team performance metrics, addressing gaps through coaching and regional plan adjustments.
• Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution.
• Recruit, hire, and onboard sales talent, maintaining a pipeline of future hires in the region.
• Build an inclusive, positive team culture through regular coaching, clear expectations, and ongoing development.
• Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to LATAM markets.

What You'll Bring

• Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment.
• Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management.
• A proven track record of meeting or exceeding revenue, pipeline, and sales performance objectives.
• Experience building and executing go-to-market strategies for LATAM, with a willingness to participate directly in selling.
• Strong commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics.
• Practical experience using CRM and sales tools, such as Salesforce, Clari, or Marketo, to manage forecasts, territories, and pipelines.
• Excellent relationship-building, negotiation, presentation, and executive-level communication skills.
• Interest in open source and a commitment to GitLab's core values: collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.

About the Team

You'll join our Sales organization in the Commercial LATAM region. As an all-remote team, we collaborate across time zones using asynchronous workflows to drive new and expansion revenue across LATAM.