Global Sales Director of SMB, New Business

About the role

The Director of New Business owns GitLab's end-to-end new-logo acquisition strategy and leads a global organization through four manager-level reports. This role is responsible for hiring, developing, and leading teams of BDRs, SDRs, and New Logo Account Executives to meet and exceed new-business goals across regions.

Responsibilities

• Own the end-to-end new-logo strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions
• Lead, develop, and hold accountable four manager-level direct reports and their teams
• Build and iterate the outbound and top-of-funnel playbook spanning pipeline generation through regional deal execution
• Set a unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
• Build cross-functional relationships and influence roadmaps across regions to drive new logos
• Partner with senior sales, marketing, and RevOps leadership to align new-business strategy with corporate revenue goals
• Drive cross-regional forecasting, pipeline health, and revenue reporting for the global new-business function
• Analyze market dynamics across regions to maximize existing successes and create new growth opportunities

Required skills

• B2B software sales
• People management
• Sales strategy
• Pipeline generation
• Value-based selling
• CRM
• Marketing automation

Nice to have

• APJ market experience

Qualifications

• 8+ years of B2B software sales experience
• 4+ years in a people-management role

Benefits

• Flexible Paid Time Off
• Equity Compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Health insurance

About the Company

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, and reduce security and compliance risk.