Territory Sales Manager

GitLab Inc.; United States; Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

Health benefits

Flexible PTO

ERG involvement

Equity compensation & ESPP

Development fund

Parental leave

Job summary

GitLab Inc. is seeking a strategic Territory Sales Manager for Japan to own and grow enterprise relationships in the market, driving adoption of the AI-powered DevSecOps platform.

You will manage the full sales cycle from prospecting to rollout, build account plans, collaborate with channel partners, solutions architects, and customer success, and ensure measurable business outcomes with a consultative approach.

Qualifications

• Experience managing complex sales cycles with large, strategic enterprise customers.
• Proven ability to prospect, qualify, and develop opportunities while growing existing accounts.
• Familiarity with software development concepts and tools (Git, ALM).

Responsibilities

• Own the full sales cycle for enterprise accounts in Japan market.
• Lead account strategy with tailored plans and long-term goals.
• Prospect and develop opportunities in named accounts with channel partners.
• Coordinate pre- and post-sales engagements with solutions architects, customer success, and support.
• Provide regular activity, pipeline, and forecast updates to sales management.
• Analyze wins/losses and share lessons learned with teams.
• Act as the voice of the customer to provide feedback and product ideas.
• Deliver compelling proposals and presentations addressing customer requirements.

Skills

Complex sales cycles

Enterprise sales

Account planning

Consultative selling

Pipeline management

Cross-functional collaboration

Strong communication

Education

Bachelor's degree

Tools

Git

ALM tools

Job description

the company is the intelligent orchestration platform for DevSecOps. the company 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 the company 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. the company 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 the company 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 the company.

An overview of this roleAs a strategic Territory Sales Manager for Japan, you will own and grow your Digital Native and Retail territory with the company’s enterprise relationships in the Japan market. You’ll help Enterprise organizations realize the full value of the company’s AI-powered DevSecOps platform by leading the entire sales cycle, from prospecting and qualification through rollout and long-term adoption. Reporting to an Area Sales Manager or Regional Director, you’ll use a consultative approach to understand complex customer needs, guide them through evaluation, and coordinate pre- and post-sales resources to ensure successful deployments and visible business outcomes.

You’ll work under minimal supervision on complex deals, act as the voice of the customer into the company, and partner closely with our strategic channel partners to generate qualified opportunities and develop new customers. In your first year, you’ll be expected to establish and execute clear account plans for enterprise prospects and customers in the Japan market, build strong internal and external stakeholder relationships, and consistently manage your forecast and pipeline with transparency and discipline.

What you’ll do

• Support the company’s strategic prospects and customers in your territory in Japan Market, with a focus in the Digital Natives and Retail industry, owning the full sales cycle for enterprise accounts
• Lead account strategy by developing and executing account plans aligned to each customer’s business needs and long-term goals
• Conduct prospecting and opportunity development activities in named large and strategic accounts, including working closely with strategic channel partners to generate qualified leads and new customers
• Coordinate pre- and post-sales engagement with solutions architects, customer success, and support teams to ensure successful rollout, adoption, and expansion of the company products
• Provide clear account leadership, including regular activity, pipeline, and forecast reporting to sales management
• Analyze wins and losses, contribute to root cause analysis, and share lessons learned with account managers, marketing, and technical teams to improve future outcomes
• Act as the voice of the customer by sharing feedback and product ideas through the company’s public issue tracker and internal channels
• Use a consultative sales approach to uncover business issues, shape solution recommendations, and deliver compelling proposals, quotes, and presentations that address customer requirements

What you’ll bring

• Experience managing complex sales cycles with large, strategic enterprise customers, selling into the Digital Natives and retail segment
• Proven ability to prospect, qualify, and develop new opportunities while also growing existing accounts through strong account management
• Skill in leading pre- and post-sales activities, coordinating with technical, support, and channel partners to drive adoption and expansion
• Proficiency in consultative selling, including uncovering business needs, building account plans, and delivering proposals and presentations that align the company solutions to customer outcomes
• Ability to prepare and maintain accurate activity, pipeline, and forecast reports, and to contribute to win/loss and root cause analysis
• Effective communication and collaboration skills to share customer feedback and lessons learned with sales management, product, marketing, and technical teams
• Familiarity with software development concepts and tools, with preferred exposure to Git, software development tools, or application lifecycle management
• Alignment with the company’s values, openness to learning, and interest in applying transferable skills even if your background does not match every requirement exactly

About the team

The Territory Sales Manager will join our enterprise sales team, which focuses on driving the company adoption with large customers in the Japan market. The team is responsible for the full relationship lifecycle with enterprise accounts, from initial engagement through long-term expansion and advocacy, ensuring customers realize value from the company’s DevSecOps platform. Team members work in an all-remote, distributed environment and collaborate asynchronously across time zones with sales leadership, solutions architects, customer success, marketing, and channel partners. The team is currently focused on maintaining and growing our existing footprint in the region, executing a consistent global sales motion while adapting to local customer needs and partnering closely with strategic channel organizations to reach and support key accounts.

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

Remote-Global

How the company Supports Full-Time Employees

• 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

Country Hiring Guidelines: the company 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.

the company is proud to be an equal opportunity workplace and is an affirmative action employer. the company’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. the company will not tolerate discrimination or harassment based on any of these characteristics. See also the company’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.