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- Tasks: Lead a dynamic sales team to drive growth and exceed targets.
- Company: GitLab is an innovative open core software company revolutionising DevSecOps with AI.
- Benefits: Enjoy remote work, flexible time off, equity compensation, and a growth budget.
- Why this job: Make a real impact in a culture that values collaboration and innovation.
- Qualifications: Experience in sales leadership, open source software, and strong relationship-building skills required.
- Other info: Open to diverse applicants; many successful candidates don’t meet every requirement.
The predicted salary is between 72000 - 108000 ÂŁ per year.
Join to apply for the Director, Regional Sales – UK role at GitLab
Join to apply for the Director, Regional Sales – UK role at GitLab
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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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
Director, Regional Sales
As Director, Regional Sales, you will lead a dynamic sales team and help GitLab surpass our growth goals. The right candidate is responsible for building and leading a world class sales team, implementing technology and processes, and partnering with the account management, customer success, marketing, product, engineering and operations teams to deliver the best possible customer experience. The right candidate is truly passionate about open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.
Responsibilities
- Drives, manages and executes the business and revenue of a regional sales team
- Develops and executes strategies focused on expanding the client base within the region while maintaining and growing existing accounts at acceptable margins
- Analyzes regional market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
- Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
- Prepares forecasts, territory/industry management, and growth plans; accurately forecasts bookings by territory and prioritizes time accordingly
- Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
- Ensures that the regional sales plan is aligned with and supports the corporate revenue goal
- Effectively engages Ecosystems, Customer Success, Marketing, and Sales resources during the sales process to deliver the best customer experience
- Maintains close contact with key accounts by establishing strong relationships with key decision makers; develops and maintains a strong executive call plan and relationship with CXO’s & Program level leaders
- Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals and solutions
- Effectively recruits, hires and trains staff members; invests time weekly to build and engage a pipeline of top talent for potential future hires; fosters a successful and positive team environment; develops and coaches Sales leads
- Typically manages a regional Sales team
Requirements
- Process, data driven sales operations background. Strong experience with Salesforce.com, and building track-able, repeatable sales processes.
- Demonstrated progressive experience in field sales, operations and leadership in open source software or a software DevOps environment
- Willingness to “roll up the sleeves” and sell
- Experience repeatably selling multi-million dollar deals to Fortune 500 companies as both an individual contributor and sales leader
- Consistently achieved bookings targets
- Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology
- Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
- Ability to handle a fast-paced environment and challenging workload
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience utilizing CRM systems and marketing automation systems (such as salesforce, market, outreach etc.)
- Strong relationship building and negotiation skills
- Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
- Ability to assess and hire Sales talent
- Experience with coaching and developing Sales reps and managers
- Prior employment in technology consulting, open source software or software development is highly desired
- Demonstrate high levels of integrity, initiative, honesty and leadership
- Leadership at GitLab
- Ability to use GitLab
- Ability to travel if needed and comply with the company’s travel policy
Performance Indicators
As with all roles in the Sales Department the Director, Regional Sales participates in the Sales KPIs.
Career Ladder
The Director, Regional Sales would move into the VP, Enterprise Sales Job Family, or the VP, MM and SMB Sales Job Family.
Hiring Process
Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
- Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
- Next, candidates will be invited to schedule a first interview with the Hiring Manager
- Next, candidates will be invited to interview with 2-5 teammates
- Final Interview will be with a Sales Leader
Additional details about our process can be found on our hiring page.
About GitLab
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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab. Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
About The Team
Thanks to our Transparency value, you can see what we are working on in our Team page.
Further information on the role can be found here – GitLab Will Support You
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- 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.
Country Hiring Guidelines: GitLab 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.
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 (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. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’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.
Seniority level
-
Seniority level
Director
Employment type
-
Employment type
Full-time
Job function
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Job function
Sales and Business Development
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Industries
IT Services and IT Consulting and Software Development
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Director, Regional Sales - UK employer: GitLab
Contact Detail:
GitLab Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Director, Regional Sales - UK
✨Tip Number 1
Familiarise yourself with GitLab's products and their unique selling points. Understanding how our AI-powered DevSecOps platform works will help you articulate its benefits to potential clients and demonstrate your passion for open source software.
✨Tip Number 2
Network with current or former GitLab employees on platforms like LinkedIn. Engaging with them can provide valuable insights into the company culture and expectations, which can be beneficial during interviews.
✨Tip Number 3
Prepare to discuss your experience with Salesforce and data-driven sales processes in detail. Be ready to share specific examples of how you've successfully implemented these in previous roles, as this is crucial for the Director position.
✨Tip Number 4
Showcase your leadership style and how you build and manage high-performing sales teams. Be prepared to discuss your approach to coaching and developing talent, as this is a key aspect of the role at GitLab.
We think you need these skills to ace Director, Regional Sales - UK
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales leadership, particularly in the software or open source sector. Use specific metrics to demonstrate your success in previous roles, such as revenue growth or team performance.
Craft a Compelling Cover Letter: In your cover letter, express your passion for open source software and how it aligns with GitLab's mission. Mention specific experiences that showcase your ability to lead a sales team and drive results in a fast-paced environment.
Highlight Relevant Skills: Emphasise your experience with CRM systems like Salesforce.com and your ability to implement data-driven sales processes. Include examples of how you've successfully managed sales teams and achieved targets in previous positions.
Showcase Leadership Qualities: Demonstrate your leadership skills by providing examples of how you've coached and developed sales talent. Highlight your ability to build strong relationships with key stakeholders and your experience in negotiating high-value deals.
How to prepare for a job interview at GitLab
✨Know Your Numbers
As a Director of Regional Sales, you'll need to demonstrate your ability to drive revenue. Be prepared to discuss your past sales figures, how you achieved them, and any strategies you implemented that led to success. This will show your potential employer that you have a data-driven approach.
✨Understand GitLab's Culture
GitLab places a strong emphasis on its mission and values. Familiarise yourself with their culture and how it influences their operations. Be ready to explain how your personal values align with theirs and how you can contribute to their mission of enabling everyone to co-create software.
✨Showcase Your Leadership Style
You'll be leading a dynamic sales team, so it's crucial to articulate your leadership style. Prepare examples of how you've successfully built and managed teams in the past, focusing on coaching, mentoring, and fostering a positive team environment.
✨Prepare for Scenario-Based Questions
Expect to face scenario-based questions that assess your problem-solving skills and adaptability. Think about challenges you've faced in previous roles, particularly in fast-paced environments, and how you overcame them. This will demonstrate your ability to handle the demands of the role.
