Regional Director - UK/I Strategic Accounts

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

As a Regional Director, UK/I Strategic Accounts on GitLab's Sales team, you'll lead a regional strategic sales organization focused on driving growth across the UK and Ireland. You'll be responsible for building and executing the regional sales strategy, growing existing customer relationships, expanding the client base, and helping your team deliver against revenue goals. You'll work closely with cross-functional partners across Marketing, Customer Success, Ecosystems, and Sales to create a strong customer experience and bring GitLab's value to strategic accounts across the region.

Some examples of our projects:

• Developing and executing regional sales plans that align territory priorities, account growth, forecasting, and team performance to support GitLab's revenue goals.
• Building strong relationships with key decision-makers across strategic accounts while coaching a regional sales team to grow pipeline, close complex opportunities, and expand customer value.

What you'll do:

• Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team.
• Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization.
• Develops and executes strategies focused on expanding the client base within the territory.
• Maintains close contact with assigned accounts by establishing strong relationships with key decision makers.
• Develops and maintains a strong executive call plan and relationship with the CXO's & Program level leaders for the account set.
• Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities.
• Drives the transformation to a solution-selling approach.
• Focuses on growing our top-tier client base and positioning our offerings as transformational solutions.
• Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.
• Prioritises customer adoption and consumption.
• Works directly with customers to ensure that they derive maximum value from our solutions.
• Support the team in fostering long-term relationships and driving customer success.
• Leads efforts to explore and execute verticalisation as a model for scaling.
• Provide strong strategic direction for the development of vertical sales teams and specialized market approaches.
• Prepares forecasts, territory/industry management, and growth plans.
• Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.
• Establishes and reports on metrics to measure team performance; correct deficiencies where necessary.
• Ensures that the sales plan is aligned with and supports the corporate revenue goal.
• Invests time weekly to build and engage a pipeline of top talent for potential future hires.
• Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment.
• Hires, coaches and develops top talent into the team.
• Drives a high performing sales organisation.
• Leads by example whilst being a role model for the team.
• Empowers individuals to grow their own business.

What you'll bring:

• Demonstrated progressive experience in field sales, operations and leadership.
• Data-informed sales management skills, including building repeatable processes, pipeline discipline, and forecast accuracy using Salesforce (or a similar CRM).
• Experience selling complex, high-value software solutions and expanding customer relationships within commercial accounts.
• Experience selling to Fortune 500; willingness to "roll up your sleeves" and sell.
• Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
• Strong solution selling experience and experience elevating the team to be solution sellers.
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.).
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload.
• Strong relationship building and negotiation skills.
• Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others.
• You share our values, and work in accordance with those values.
• Leadership at GitLab.
• Ability to use GitLab.

About the team:

The Regional Director reports to the Area Vice President of GitLab North Region. The Sales team at GitLab helps organizations adopt the most comprehensive AI-powered DevSecOps platform while building long-term customer relationships rooted in trust, value, and measurable outcomes.

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.

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.