An overview of this role

The Director of New Business owns GitLab's end-to-end new-logo acquisition strategy - from pipeline generation through regional execution - and leads the org through four manager-level leaders: a New Business EMEA Manager, a New Business AMER Manager, a New Business BDR Manager, and a New Business SDR Manager. This is a new, expanded scope in our GTM organization, critical to building GitLab's customer base and continued long-term growth.

Reporting to sales leadership, you will be responsible for hiring, developing, and leading a team of managers - and, through them, their teams of BDRs, SDRs, and New Logo Account Executives - to meet and exceed new-business goals across regions. The right candidate is passionate about open source software, DevSecOps, and selling to development teams, with a proven track record leading multiple sales or pipeline-generation teams.

What you'll do

• 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
• Ensures the new-business plan is aligned with and supports the corporate revenue goal
• Recruits and hires manager-level talent; invests time weekly building a pipeline of future manager and leadership hires
• Fosters a successful, positive culture across a multi-region, multi-function org

What you'll bring

• 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; experience managing managers (a "manager of managers") strongly preferred
• Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution
• Experience operating across regions (EMEA and AMER ideally, APJ is a big bonus) 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 (Salesforce, Clari, Marketo, etc.)
• Strong executive presence; ability to represent the new-business function to senior leadership
• Strong relationship-building and negotiation skills
• Strong presentation skills; executive-level written and verbal communication, with the ability to mentor managers
• You share our values, and work in accordance with those values
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel if needed and comply with the company's travel policy

Remote-Global

The base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$148,000-$248,400 USD

How GitLab Supports Full-Time Employees

• 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

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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