Regional Sales Director, Enterprise - Southeast

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.

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.

Overview of the Role

As Regional Director, Enterprise Sales for the Southeastern United States, you'll lead a team of Strategic Account Executives and own software sales, bookings, and revenue across the region. You'll help new and existing customers adopt GitLab's AI-powered platform for software development, security, and operations (DevSecOps) to increase developer productivity, improve operational efficiency, and reduce security and compliance risk.

Reporting to the AVP, East, you'll hire and develop sales talent, set territory and industry strategies, and align your team's sales plans with GitLab's growth goals. In your first year, you'll focus on building a strong team culture, deepening customer relationships across the Southeast, and meeting or exceeding performance objectives.

This role is fully remote and based in the Southeastern United States.

What You'll Do

• Lead, coach, and develop Strategic Account Executives serving the Southeastern US to deliver software sales, bookings, and revenue results.
• Build and execute territory and industry plans based on market dynamics, customer needs, and competitive trends.
• Establish a sales operating rhythm with clear qualification standards, pipeline hygiene, deal inspection, and accurate forecasts.
• Own sales forecasts, territory management plans, and regional growth strategies aligned with GitLab's revenue goals.
• Track and report on team performance metrics, addressing gaps through coaching and changes to regional plans.
• Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution.
• Recruit, hire, and onboard sales talent, and maintain a pipeline of potential future hires in the region.
• Build an inclusive 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 US 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 (transferable leadership and regional sales experience welcome).
• Proven success leading and developing account-focused sales teams, including hiring, coaching, and performance management.
• A demonstrated track record of meeting or exceeding revenue, pipeline, and sales performance objectives.
• Experience building and executing go-to-market strategies, with a willingness to lead your team and 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/marketing tools, such as Salesforce, Clari, or Marketo, to manage forecasts, territories, and pipelines.
• Excellent relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication.
• Passion for open source and commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.
• Ability to travel as needed in compliance with GitLab's travel policy.

Benefits & Compensation

• Base salary range: $148,000—$248,400 USD (Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary)
• Equity compensation and Employee Stock Purchase Plan (ESPP)
• Flexible Paid Time Off (PTO)
• Comprehensive health and wellness support
• Growth and Development Fund
• Parental leave
• Team Member Resource Groups