Regional Sales Director, Enterprise - Southeast

Remote; San Francisco (CA); Remote; USD 180,000 - 260,000; Full time

Job summary

GitLab is seeking a Regional Director, Enterprise Sales for the southeastern United States. This fully remote role will lead Strategic Account Executives, drive software sales, and manage bookings and revenue across the region, while aligning with GitLab’s AI-powered DevSecOps platform.

Reporting to the AVP, East, you will hire and develop talent, set territory strategies, and build a high-performance team culture focused on customer outcomes and growth, with travel as needed within policy.

Qualifications

• Progressive experience in field sales and sales ops in open source software or SaaS.
• Proven track record of meeting revenue, pipeline and other sales objectives.
• Experience building go-to-market strategies and leading sales teams.

Responsibilities

• Lead and develop Strategic Account Executives across the Southeast US to drive software sales and revenue.
• Create territory and industry plans based on market dynamics and customer needs.
• Establish a sales rhythm with qualification standards, pipeline hygiene, deal inspection, and forecasts.
• Own forecasts, territory plans, and regional growth aligned with revenue goals.
• Track team performance and address gaps through coaching and plan changes.
• Coordinate with Renewals, Marketing, and Sales Ops to manage pipeline health and renewals.
• Recruit, hire, and onboard sales talent and maintain a future hires pipeline.
• Foster an inclusive team culture with ongoing coaching and clear expectations.
• Ensure the team is versed in GitLab’s product, pricing, AI positioning, and market factors.

Skills

Field sales leadership

Sales operations

Open source software

Revenue growth

Forecasting

CRM (Salesforce)

Executive communication

Team mentoring

Tools

Salesforce

Clari

Marketo

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 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.