Global Sales Director of SMB, New Business

Remote · EMEA · North America · USD 148,000-248,400 · 4+ years experience · Remote · Posted Oct 2, 2026

At a glance

The Director of New Business owns GitLab's end-to-end new-logo acquisition strategy from pipeline generation through regional execution.
This role leads the organization through four manager-level leaders spanning EMEA, AMER, BDR, and SDR functions.
The position is critical to building GitLab's customer base and driving continued long-term growth.

Owns the end-to-end new-logo strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions
Leads, develops, and holds accountable four manager-level direct reports and, through them, their teams
Builds and iterates the outbound and top-of-funnel playbook spanning pipeline generation through regional deal execution
Sets a unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
Builds cross-functional relationships and influences roadmaps across regions to drive new logos
Partners with senior sales, marketing, and RevOps leadership to align new-business strategy with corporate revenue goals
Drives cross-regional forecasting, pipeline health, and revenue reporting for the global new-business function
Analyzes market dynamics across regions to maximize existing successes and create new growth opportunities
Educates the org on industry factors: competitive products, regulations, trends, customer needs, and pricing
Establishes and reports on team- and org-level metrics; addresses performance gaps across managers and their teams

Proven track record leading multiple sales or pipeline-generation teams, ideally across regions
History of exceeding new-business quotas at a team and org level, and coaching managers to do the same
8+ years of B2B software sales experience, including 4+ years in a people-management role
Demonstrated success building and scaling outbound/top-of-funnel motions alongside direct new-logo sales execution
Experience operating across regions with an understanding of regional market dynamics
Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at an org level
Ability to coach managers on team leadership, technical sales, and value-based selling
Experience selling to small & medium businesses; willingness to roll up your sleeves when needed
Experience utilizing CRM and marketing automation systems
Strong executive presence, relationship-building, negotiation, and presentation skills

All roles are remote, however some roles may carry specific location-based eligibility requirements
Ability to travel if needed and comply with the company's travel policy