Staff Regional Marketing Manager, West

An overview of this role

As a Staff Regional Marketing Manager, you will own regional marketing for the sales team in your territory and set the standard for how the regional team plans and runs its work. You will choose, plan, and run the events and campaigns that create, expand, and accelerate pipeline in your region, and you will move easily between high-level strategy and creative, detailed execution. Staff is a leadership-level individual contributor role: you lead through the work you build and ship, not through direct reports. In a modern marketing organization, that means building and running your own plans, programs, measurement, and AI-assisted automation instead of handing them off, and it suits builders who are comfortable being a leader without a team to manage. Your audience is CIOs, CTOs, VPs of engineering and platform, and the security leaders who govern how their teams ship software. You will judge audience quality by seniority and buying role, not headcount, so you will need to understand how they work and what they want from a vendor.

You will support both direct and channel sales teams, work with GitLab partners on Channel and Alliance Marketing activities, and partner with external agencies and third parties to prepare and run campaigns. As a senior individual contributor, you will mentor other regional marketers, help build and improve team process, and share best practices with regional peers by planning and operating transparently. Your impact is measured in pipeline: the target is 10X spend contribution to sales pipeline for your region, with your regional budget spent within 5% variance. This role supports one of our sales regions (AMER, EMEA, or APAC), and involves travel up to 50% of the time.

What You’ll Do  

• Drive results for your region as its marketing leader: own the pipeline and growth outcomes, and go beyond events and experiences to bring partners in to drive marketing across channels, in support of growth through our revenue team.
• Adapt digital and content marketing programs to the needs of your regional sales team.
• Create, expand, and accelerate sales opportunities through regional and account-focused campaigns that promote GitLab’s products and services, within the marketing strategy.
• Set regional event and campaign strategy, with discretion over which events and campaigns best support regional sales goals, and manage events onsite, including logistics, booth staffing, and swag.
• Project manage every campaign from start to finish, following the GitLab process, so each one meets its objectives, arrives on time, and stays within budget, then measure and report on its effectiveness.
• Lead cross-functional work to drive demand generation and regional marketing plans, and advocate for your sales region within marketing and for marketing with your sales team.
• Support Channel and Alliance Marketing activities with GitLab partners, from campaign approval through execution.
• Work with external agencies and third parties to prepare, manage, and execute campaigns.
• Mentor and guide regional marketing specialists and managers, and lead in building and driving process within the team.

What You’ll Bring 

• Proven ability to build and execute  a regional strategy, with a record of delivering, accelerating, and expanding sales pipeline through regional marketing.
• Experience supporting both direct sales and channel sales teams, and in enterprise solution demand creation and regional marketing.
• Exemplary analytical skills and a proven aptitude for using data to optimize program performance and inform future strategies.
• Excellent communication skills, with a proven ability to convey ideas and data clearly in writing and in presentations to a variety of audiences, without a fear of over-communicating. You plan and operate transparently and share best practices with other regional marketers.
• A proven aptitude for building and driving a budget within your territory, and extreme attention to program details and deadlines.
• The capacity to empathize with CIOs, CTOs, VPs of engineering and platform, and the security leaders who govern how their teams ship software, and a passion for, and substantial understanding of, the developer tools, IT operations tools, and/or IT security markets.
• Ability to use GitLab, and you share our values and work in accordance with them.
• Ability to travel up to 50% and to comply with the company’s travel policy.

About the team

Regional Marketing at GitLab turns marketing strategy into regional action. We support our sales teams in AMER, EMEA, and APAC by running the events and campaigns that build pipeline in their territories, working with direct sellers, channel sellers, and alliance partners. We work closely with Product Marketing, Corporate Events, Digital Marketing, Marketing Operations, Developer Relations, Business Development, Customer Success Managers, and Solution Architects. Our goals are set through the Marketing OKRs and measured in pipeline contribution and regional budget. To see how the role fits in the team and where it can lead, read the Regional Marketing Manager job family and the Regional Marketing leadership page.