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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.
*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
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 Pacific 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.
- 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.
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.
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The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
- 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. 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.
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GitLab is the Intelligent Orchestration Platform where software teams and their AI agents stay in flow to amplify their capacity for innovation. Together, they automate repetitive tasks to plan, build, secure, test, deploy and maintain software. With GitLab, software teams spend less time on coordination overhead and more time on the next big idea. What started in 2011 as an open source project to help one team of programmers collaborate is now the intelligent orchestration platform millions of people use to deliver software faster, more efficiently, while strengthening security and compliance. Since the beginning, we've been firm believers in remote work, open source, DevSecOps, and iteration. We get up and log on in the morning to work alongside the GitLab community to deliver new innovations every month that help teams and their AI agents ship great code faster.
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