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- Tasks: Lead a dynamic sales team to drive new business across EMEA.
- Company: Join GitLab, a pioneering open-core software company transforming software development.
- Benefits: Enjoy flexible paid time off, equity compensation, and home office support.
- Why this job: Shape the future of software with innovative AI-powered solutions and a collaborative culture.
- Qualifications: Proven experience in leading sales teams and developing scalable strategies.
- Other info: Remote work environment with a focus on growth and feedback-driven culture.
The predicted salary is between 36000 - 60000 £ per year.
GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what is possible in software development.
As the Director, Regional Sales New Business, you’ll build and lead a dedicated new logo function across EMEA. You’ll focus on bringing GitLab’s open source, DevSecOps, and SaaS platform to first-time customers. You will report to the Vice President for New Business (VP) and own the design and execution of a scalable sales strategy for a large, fast-moving territory. You will hire, develop, and coach a high-performing team of Account Executives to win first-order deals across mainland Europe.
What you’ll do:
- Lead a team of Account Executives across EMEA focused on winning new logos and driving first-order revenue.
- Develop and execute a scalable new business sales strategy for EMEA, covering both installed base and whitespace accounts within our ideal customer profile.
- Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles.
- Collaborate closely with marketing, sales operations, and enablement to design, test, and refine motions, campaigns, and processes that support new business growth.
- Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast, and coach your team based on data-driven insights.
- Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure.
- Partner with regional and global sales leadership to define, refine, and scale this new business sales function, sharing learnings and best practices across teams.
- Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in EMEA, reinforcing our value proposition and building long-term partnerships.
What you’ll bring:
- Experience leading high-performing, distributed field sales teams in open source, DevOps, or SaaS environments with a focus on new logo acquisition and net new revenue.
- Background building, coaching, and developing Account Executives to create a pipeline, progress opportunities, and close first-order deals across a regional territory.
- Demonstrated ability to design and execute scalable sales strategies for large, mixed account bases (installed customers and whitespace) across EMEA.
- Proficiency with CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to forecast, manage pipeline, and support operational discipline.
- Skill in building relationships, negotiating, and structuring deals with executive-level stakeholders at customer organizations.
- Awareness of regional nuances, cultures, and go-to-market dynamics across EMEA, and the ability to adapt your approach accordingly.
- Ability to apply sound judgment, adapt to changing conditions, and balance strategic planning with hands-on support for active opportunities.
- Openness to diverse, transferable leadership and sales backgrounds that show success driving new business in complex B2B environments.
About The Team:
The Regional Sales New Business team at GitLab is an all-remote, distributed group based across EMEA. We collaborate asynchronously and rely on clear written communication and shared playbooks to stay aligned. We prioritize the highest-potential accounts within our ideal customer profile and work with sales, marketing, and operations partners to coordinate go-to-market plans.
How GitLab Will Support You:
- 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
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
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, or any other basis protected by law.
Director, Regional Sales - New Business - UK / Nordics employer: GitLab
Contact Detail:
GitLab Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Director, Regional Sales - New Business - UK / Nordics
✨Tip Number 1
Network like a pro! Reach out to your connections in the industry, attend relevant events, and engage with potential colleagues on platforms like LinkedIn. Building relationships can open doors that applications alone can't.
✨Tip Number 2
Prepare for interviews by researching GitLab's culture and values. Understand their mission and how your experience aligns with their goals. This will help you stand out and show you're genuinely interested in being part of the team.
✨Tip Number 3
Practice your pitch! Be ready to articulate your achievements and how they relate to the role of Director, Regional Sales. Use specific examples to demonstrate your leadership and sales strategy skills.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining GitLab and contributing to our mission.
We think you need these skills to ace Director, Regional Sales - New Business - UK / Nordics
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Director, Regional Sales role. Highlight your experience in leading sales teams and developing strategies that align with GitLab's mission and values.
Showcase Your Achievements: Don’t just list your responsibilities; share specific achievements that demonstrate your ability to drive new business and lead high-performing teams. Numbers speak volumes, so include metrics where possible!
Be Authentic: Let your personality shine through in your application. We value diverse backgrounds and experiences, so don’t hesitate to share what makes you unique and how you can contribute to our team culture.
Apply Through Our Website: For the best chance of success, apply directly through our website. This ensures your application gets to the right people and shows your enthusiasm for joining the GitLab team!
How to prepare for a job interview at GitLab
✨Know Your Stuff
Before the interview, dive deep into GitLab's products and services, especially their DevSecOps platform. Understand how it stands out in the market and be ready to discuss how your experience aligns with their mission of enabling contributions from everyone.
✨Showcase Your Leadership Skills
As a Director, you'll need to demonstrate your ability to lead high-performing teams. Prepare examples of how you've successfully built and coached sales teams in the past, focusing on new logo acquisition and revenue growth.
✨Be Data-Driven
Familiarise yourself with CRM tools like Salesforce and Clari. Be prepared to discuss how you've used data to drive sales strategies and improve pipeline management. Highlight specific metrics or achievements that showcase your analytical skills.
✨Cultural Fit Matters
GitLab values collaboration and clear communication. Think about how you can contribute to their feedback-driven culture. Share experiences where you've worked asynchronously or adapted to diverse team dynamics, showing that you can thrive in their remote environment.
