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 Account Executives to meet and exceed new-business goals across regions. You will build and iterate outbound playbooks while partnering with senior leadership to align strategy with corporate revenue objectives.

Responsibilities

• Own the end-to-end new-logo strategy across EMEA, AMER, and pipeline-generation functions
• Lead, develop, and hold accountable four manager-level direct reports and their teams
• Build and iterate outbound and top-of-funnel playbooks 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
• Managing managers

Benefits

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

About the Company

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity and improve operational efficiency. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab to ship secure software faster.