No Commute

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 Eastern 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