Regional Sales Director, Enterprise - Southeast

Job description

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. [Co-create the future with us](https://www.youtube.com/watch?v=OuZIb5zszQI) as we build technology that transforms how the world develops software. \**Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.* **An overview of this 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. GitLab is an open core software company. Our mission is to enable everyone to contribute to and co-create the software that powers our world. This role is fully remote and will be based in the Southeast, US. **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. We welcome transferable leadership and regional sales experience from adjacent software markets. - Success leading and developing account-focused sales teams, including hiring, coaching, and performance management. - A track record of meeting or exceeding revenue, pipeline, and other sales performance objectives. - Experience building and executing go-to-market strategies, with a willingness to lead your team and participate directly in selling. - Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics, and use those insights to improve regional plans. - Practical experience using customer relationship management (CRM) and sales and marketing tools, such as Salesforce, Clari, or Marketo, to manage forecasts, territories, and pipeline. - Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others. - Interest in open source and a commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency. - Ability to travel as needed and comply with GitLab's travel policy. **About the team** You'll join our Enterprise Sales organization in the US. As an all-remote team, we collaborate across time zones using asynchronous workflows. We drive new and expansion revenue and partner with Renewals, Marketing, and Sales Operations to serve customers across the US. *The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our [benefits](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) and [equity](https://about.gitlab.com/handbook/stock-options/). Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.* United States Salary Range $148,000—$248,400 USD #### **How GitLab Supports Full-Time Employees** - [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) - [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) - [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) - [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) - [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) - [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from [underrepresented groups](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups) are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. --- **Country Hiring Guidelines:** GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. **Privacy Policy:** Please review our [Recruitment Privacy Policy.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/) Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also [GitLab’s EEO Policy](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process).