Director, Regional Sales - West

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

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 as we build technology that transforms how the world develops software.

An overview of this role

As the Regional Director for our Commercial AMER vertical, you’ll lead a 5-person team of Commercial Account Leaders to grow adoption of GitLab’s AI-powered DevSecOps platform across existing and new commercial customers. Reporting to the Area Vice President, you’ll be accountable for software bookings and revenue in your territory, making sure your team’s sales plans align with GitLab’s broader growth strategy. You’ll build a high-performance, values-driven culture through hiring and developing sellers, coaching on deal strategy, and collaborating closely with partners across Sales Operations, Marketing, and Customer Success. In your first year, you’ll focus on building a healthy pipeline, setting clear performance metrics, and establishing a repeatable, scalable sales motion for commercial clients. You’ll also stay close to the field by engaging directly with key Fortune 500 prospects and customers.

This person MUST be located in the Pacific or Central Timezone.

What you’ll do

• Lead and manage a 5-person Commercial AMER sales team to execute territory plans and consistently meet software bookings and revenue goals.

• Drive sales strategy and deal execution across existing and new Commercial customers, ensuring healthy pipeline coverage and disciplined opportunity management.

• Analyze market dynamics, territory trends, and customer needs to refine territory design, industry coverage, and go-to-market approaches.

• Prepare, own, and communicate accurate forecasts and territory management plans that align with broader Commercial and corporate revenue objectives.

• Educate and enable your team on competitive products, market regulations, pricing, and trends in DevSecOps, AI-powered DevSecOps, and open source software.

• Establish, track, and report on performance metrics, using data to coach your team, improve execution, and address performance gaps.

• Recruit, hire, and onboard Commercial sales talent while maintaining a strong external network and pipeline of prospective candidates.

• Collaborate closely with Sales Operations, Marketing, Customer Success, and sales leadership to support account strategies, drive expansion, and improve how Commercial customers adopt GitLab’s platform.

What you’ll bring

• Demonstrated progression in field sales, operations, and leadership within an open source software, DevOps, or similar software/SaaS environment.

• Experience leading high-performing commercial sales teams, including hiring, coaching, and developing account leaders who work with commercial and Fortune 500 clients.

• Proficiency managing a sales pipeline and forecast using customer relationship management and marketing automation tools such as Salesforce, Clari, or Marketo.

• Ability to analyze market dynamics and competitive offerings, and translate customer needs into territory and growth plans.

• Skill in building and maintaining strong customer and partner relationships, including negotiation and deal execution.

• Clear and confident communication and executive presentation skills, with the ability to mentor others on communication and sales practices.

• Comfort working in a fast-paced, results-focused environment with sound judgment, adaptability, and creativity as needs change.

• Alignment with GitLab’s values, with openness to candidates bringing transferable leadership and commercial sales skills from adjacent software markets.

About the team

Our AMER Commercial Sales team is a distributed, all-remote group that partners with Commercial customers to improve how they build, secure, and ship software using GitLab's AI-powered DevSecOps platform. We focus on new business and expansion within the Commercial segment, accurate forecasting, and thoughtful territory planning and execution. We work across regions in a largely asynchronous way, navigating a competitive market, refining how we position GitLab's value, and identifying new growth opportunities so more Commercial customers can get the most from our platform. For more on how we work, see Regional Sales Director Handbook.

#LI-SK1

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 and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range
$136,000—$240,000 USD

How GitLab will support you

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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 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.

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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 and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.