Global Sales Director of SMB, New Business

Overview

In this role you drive GitLab’s end-to-end new-logo growth across EMEA and AMER, leading a multi-manager org to exceed regional and company-wide revenue goals. You’ll shape the outbound, funnel, and deal-execution playbooks, align cross-functional roadmaps, and mentor managers for sustainable growth. This position blends strategic GTM leadership with hands-on execution across regions. You’ll work closely with senior leadership to scale new-business efforts and build a high-performance culture.

Pay / Benefits

• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups

Responsibilities

• Own end-to-end new-logo strategy across EMEA and AMER and manage BDR/SDR pipeline generation functions
• Lead and develop four manager-level leaders and their teams to meet quotas
• Build and refine outbound/top-of-funnel playbooks from pipeline generation to regional deal execution
• Set unified quotas, territory, and coverage for regional teams
• Foster cross-functional collaboration to influence regional roadmaps and revenue growth
• Partner with senior sales, marketing, and RevOps to align strategy with revenue goals
• Oversee cross-regional forecasting, pipeline health, and revenue reporting
• Analyze regional market dynamics to identify growth opportunities
• Educate the organization on industry factors, pricing, and competitive landscape
• Recruit and nurture manager-level talent to sustain leadership capacity
• Maintain a positive, high-performing culture across a multi-region, multi-function team
• Ensure plans align with corporate revenue goals

Key requirements

• 8+ years in B2B software sales with 4+ years in people management
• Proven track record leading multiple sales or pipeline-generation teams across regions
• Experience scaling outbound motions (BDR/SDR) alongside direct new-logo sales
• Ability to operate across regions (EMEA and AMER; APJ a bonus)
• Strong track record of exceeding quotas and coaching managers to do the same
• Experience selling to small & medium businesses and willing to roll up sleeves
• Proficiency with CRM and marketing automation (Salesforce, Clari, Marketo)
• Strong executive presence and senior leadership communication
• Excellent relationship-building and negotiation skills
• Ability to coach on team leadership, technical sales, and value-based selling
• Willingness to travel per policy
• GitLab usage and alignment with company values

• leadership and people management
• strategic thinking
• cross-functional collaboration
• Salesforce
• Clari
• Marketo

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