Director, Regional Sales

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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits 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, 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.

This role can be based in either Singapore, Sydney or Melbourne

The Director, Regional Sales - New Business role is vital in driving new business growth across APAC. Reporting to the Director of APJ for New Business, this newly created role will be responsible for hiring, developing, and leading a high-performing team of Account Executives to meet and exceed new business goals.

This role is focused on our New Business team, driving net new customer acquisition across the APAC region. The right candidate will demonstrate proven success in sales management, with experience leading high-performing teams to acquire Enterprise and Commercial clients. They will bring a strong background selling DevOps, SaaS, or similar technical solutions, passion for open source software, and a consistent track record of exceeding new business targets.

• Drive, manage and execute  new business sales, bookings, and revenue for your sales team focused on net new logo acquisition
• Analyse market dynamics to maximise new business opportunities and identify high-potential target accounts
• Prepare accurate forecasts, territory planning, and growth strategies for new business pipeline development
• Coach your team on industry trends, competitive positioning, customer buying processes, and value-based selling
• Establish and report on metrics to measure team performance on new business KPIs; implement coaching plans where necessary
• Ensure that the new business sales plan is aligned with and supports corporate revenue goals
• Recruit and hire top sales talent with proven new business/hunting capabilities
• Lead and develop a high performing a team of Account Executives; fostering a successful, collaborative, and results-driven team environment
• Partner with Marketing, SDR/BDR teams, and Ecosystems  to optimise pipeline generation
• Collaborate with global New Business teams to run coordinated plays and leverage resources
• Maintain a strong understanding of the regional market, including cultural nuances, buying behaviors, and key verticals

• Demonstrated progressive experience in field sales, operations, and leadership in open source software, DevOps, or SaaS environments
• Proven success managing teams selling to Enterprise and Commercial accounts; willingness to "roll up your sleeves" and close deals alongside your team
• Proven success developing and implementing sales plays at scale
• Strong track record of meeting or exceeding new business performance objectives (new logo acquisition, pipeline generation, revenue targets)
• Experience utilising CRM systems and sales enablement tools (such as Salesforce, Clari, Gong, Outreach, etc.)
• Ability to exercise effective judgment, adapt quickly to changing market conditions, and thrive in a fast-paced environment
• Strong relationship-building, negotiation, and deal structuring skills
• Excellent presentation and communication skills (both written and verbal), with ability to engage at executive level and mentor teams
• Experience working in multicultural environments and managing regional teams across APAC
• You share our values and work in accordance with those values
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel as needed across the region and comply with the company's travel policy

• 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.  

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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.