Head of Sales Strategy, APJ

GitLab; United States; Remote; USD 150,000 - 220,000; Full time

Job summary

GitLab is seeking a Head of Sales Strategy for the APJ region to transform global sales strategy and drive revenue growth at scale. This senior role requires strong leadership in designing go-to-market strategies, optimizing market opportunities, and collaborating across teams. Ideal candidates have a robust background in sales strategy and analytics, coupled with exceptional communication and problem-solving skills.

Qualifications

• Progressive analytical experience in technology businesses.
• Strong preference for backgrounds in Sales Strategy, Business Intelligence/Analytics.
• Experience developing Go-to-Market strategies across multiple regions valued.

Responsibilities

• Design and execute Sales Strategy in partnership with Sales Leadership.
• Drive innovative pricing strategies for Field Teams.
• Develop analytical models and translate data into insights.

Skills

Quantitative analytical skills

Communication skills

Problem-solving abilities

Education

Bachelor's degree

Tools

SQL

Tableau

Job description

GitLab is an open core software company that develops the most comprehensiveAI-powered DevSecOps Platform, used by more than 100,000 organizations. Ourmissionis to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running ouroperationson our product and staying aligned with ourvalues. Learn more aboutLife at GitLab.

Thanks to products likeDuo Enterprise, andDuo Workflow, customers get the benefit of AI 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. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

Head of Sales Strategy, APJ

Transform global sales strategy and drive revenue growth at scale

Are you passionate about building world-class go-to-market strategies that fuel explosive growth? Join our dynamic APJ Leadership and play a pivotal role in shaping our APJ expansion while working in partnership with our regional VP to unlock new markets and optimise revenue performance.

What You'll Do

Strategic Leadership & Planning

• Design and execute our Sales Strategy in partnership with Sales Leadership and Go-to-Market teams, taking ownership of high-impact initiatives that drive measurable results
• Collaborate with Sales Leadership to craft compelling regional and segment business plans that adapt to evolving market opportunities
• Lead annual and quarterly planning processes, providing strategic guidance and analytical support to Regional Sales Leaders

Growth & Optimisation

• Identify and champion go-to-market efficiency improvements that scale our business and maximise investment returns
• Drive innovative pricing strategies and frameworks that empower Field Teams to win in competitive markets
• Analyse market dynamics and competitive landscape to uncover untapped opportunities for sales productivity gains

Data-Driven Insights & Communication

• Develop sophisticated analytical models and translate complex data into clear, actionable insights for executive decision-making
• Create and deliver high-impact presentations that support CRO initiatives and internal sales events
• Build executive reporting dashboards that track key metrics and highlight strategic priorities

Cross-Functional Partnership

• Serve as a trusted strategic advisor to Sales Leadership, providing counsel on critical business decisions
• Support Customer Success and Channel Teams with strategic guidance and analytical expertise
• Foster collaboration across GTM teams to ensure alignment and maximise collective impact

What You Bring

Experience & Background

• Bachelor's degree with progressive analytical experience in technology businesses
• Strong preference for backgrounds in Sales Strategy, Business Intelligence/Analytics, Management Consulting, Venture Capital/Private Equity, or Investment Banking
• International expansion expertise highly valued - experience developing Go-to-Market strategies across Europe, Asia, South America, and/or Africa
• SaaS and B2B experience strongly preferred

Technical Excellence

• Exceptional quantitative analytical skills combined with creative problem-solving abilities
• Expert-level proficiency in building complex spreadsheets, financial models, and executive presentations
• Experience with SQL, Tableau, or similar analytical tools is a significant plus
• Proven ability to think strategically while maintaining meticulous attention to execution details

Personal Qualities

• Strategic mindset with exceptional business acumen
• Outstanding communication skills - ability to distill complex analysis into compelling narratives
• Passion for GitLab and open source software
• Alignment with our company values and commitment to living them daily
• Thrives in a fully remote, collaborative environment

Why You'll Love This Role

This is more than just a strategy position - you'll be at the centre of our global growth story, working alongside world-class leaders to shape the future of our business. You'll have the opportunity to influence major strategic decisions, work across diverse international markets, and see your analysis directly impact our bottom line.

Hiring Process:

Recruiter Screen

Hiring Manager Screen

Case / Panel presentation

VP / Regional Sales Leadership Interview

Peer Interview

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on ourhiring page.

Remote-Global

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. 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 alsoGitLab’s EEO PolicyandEEO is the Law. If you have a disability or special need that requiresaccommodation, please let us know during therecruiting process.