At a glance
- Workplace
- Remote
- Location
- Remote · Brazil
About the role
- As the Regional Director, Commercial Sales - LATAM, you'll lead a team of Commercial Account Executives to grow adoption of GitLab's artificial intelligence (AI)-powered DevSecOps platform.
- You'll own software sales, bookings, and revenue across the region, helping new and existing customers increase developer productivity, improve operational efficiency, and reduce security and compliance risk.
- Reporting to the Area Vice President, LATAM, you'll hire and develop your team, set territory and industry strategies, and align regional sales plans with GitLab's growth goals.
Responsibilities
- Lead, coach, and develop Commercial Account Executives serving the LATAM market to deliver software sales, bookings, and revenue results.
- Build territory and industry plans based on market dynamics, customer needs, and competitive trends, and turn those plans into growth opportunities.
- Establish that operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy.
- Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with GitLab's revenue goals.
- Establish, track, and report on team performance metrics, and address gaps through coaching and changes to regional plans.
- Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution.
- Recruit, hire, and onboard sales talent, and maintain a pipeline of potential future hires in the region.
- Build an inclusive, positive team culture through regular coaching, clear expectations, and ongoing development.
- Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to LATAM markets.
Requirements
- Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment.
- Success leading and developing account-focused sales teams, including hiring, coaching, and performance management.
- A track record of meeting or exceeding revenue, pipeline, and other sales performance objectives.
- Experience building and executing go-to-market strategies for LATAM, with a willingness to lead your team and participate directly in selling.
- Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics, and use those insights to improve regional plans.
- Practical experience using customer relationship management (CRM) and sales and marketing tools, such as Salesforce, Clari, or Marketo, to manage forecasts, territories, and pipeline.
- Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others.
- Interest in open source and a commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.
Benefits
- 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
Workplace
- All-remote team collaborating across time zones using asynchronous workflows
Skills
- Salesforce
- Clari
- Marketo
- MEDDPICC
- Command Of The Message
