Director, Regional Sales - New Business and Commercial Sales, Japan
GitLab
Director, Regional Sales - New Business and Commercial Sales, Japan
Job Description
About this Role
Lead the charge in building a high-impact sales function dedicated to new logo growth for GitLab's AI-powered DevSecOps platform.
Empower everyone to contribute to software that powers the world, aligning with GitLab's mission to accelerate human progress.
Shape and scale a dynamic sales strategy in a fast-moving, high-volume territory targeting over 24,000 ideal customer accounts.
Hire, coach, and develop a team of elite Account Executives to secure first-order deals with average sizes up to 25,000.
Collaborate with cross-functional partners to bring innovative solutions like Duo Enterprise and Duo Agent Platform to new customers.
Thrive in a high-performance culture where AI boosts productivity, innovation flourishes, and every voice drives impact.
Represent GitLab's open-source, DevSecOps, and SaaS offerings to executive stakeholders, forging long-term partnerships.
Operationalize repeatable sales motions that shorten deal cycles to under six months and exceed new business targets.
Join a growing team focused on pipeline predictability, efficient processes, and scalable growth in a transformative market.
Co-create the future of software development while advancing your career among industry leaders at GitLab.
Locations
- United States (Remote)
Salary
Salary details available upon request
220,000 - 350,000 USD / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Salesforce CRM proficiencyintermediate
- Clari revenue intelligence platformintermediate
- Gong conversation intelligenceintermediate
- Outreach sales engagementintermediate
- Pipeline management and forecastingintermediate
- Territory planning and account strategyintermediate
- Opportunity management and progressionintermediate
- Negotiation and deal structuringintermediate
- Executive stakeholder presentationintermediate
- Sales operations and analyticsintermediate
Required Qualifications
- Proven success leading high-performing field sales teams in open source, DevOps, or SaaS environments (experience)
- Experience building, coaching, and developing Account Executives for new logo acquisition (experience)
- Demonstrated ability to design and execute scalable sales strategies for mixed account bases (experience)
- Proficiency using CRM and sales tools for accurate forecasting and pipeline management (experience)
- Strong relationship-building, negotiation, and deal-structuring skills (experience)
- Background managing distributed sales teams with understanding of local business dynamics (experience)
- Ability to exercise sound judgment and adapt quickly in fast-paced environments (experience)
- Track record driving consistent pipeline generation and deal progression (experience)
- Experience engaging and presenting to executive-level stakeholders (experience)
- Success driving new business in complex B2B environments with transferable leadership (experience)
Preferred Qualifications
- Deep expertise in AI-powered DevSecOps platforms and SDLC integration (experience)
- History of exceeding new business revenue targets in high-volume territories (experience)
- Advanced skills in sales operations and enablement program design (experience)
- Experience scaling sales functions from inception to maturity (experience)
- Proven coaching on territory planning, opportunity management, and negotiation (experience)
- Familiarity with open-core software business models (experience)
- Strong collaboration with marketing for campaign optimization (experience)
- Data-driven decision-making with sales analytics expertise (experience)
- Knowledge of global sales best practices adaptable to regional needs (experience)
- Diverse leadership experience across multiple B2B tech sectors (experience)
Responsibilities
- Lead a distributed team of Account Executives focused on new logos and first-order revenue
- Develop and execute scalable new business sales strategies for target accounts
- Drive consistent pipeline generation and efficient deal progression across high-volume accounts
- Collaborate with marketing, sales ops, and enablement to optimize growth motions
- Utilize Salesforce, Clari, Gong, and Outreach for pipeline validation and forecasting
- Hire, onboard, and coach sales team on territory planning and deal management
- Partner with sales leadership to define, refine, and scale the sales function
- Represent GitLab to executive stakeholders, reinforcing value propositions
- Share learnings and best practices across regional and global teams
- Balance strategic planning with hands-on support for deal closures
Benefits
- general: Comprehensive benefits supporting health, finances, and well-being
- general: Flexible Paid Time Off policy
- general: Team Member Resource Groups for inclusion and belonging
- general: Equity Compensation and Employee Stock Purchase Plan
- general: Growth and Development Fund for professional advancement
- general: Generous Parental Leave
- general: Home office support and equipment
- general: All-remote work environment with asynchronous collaboration
- general: Continuous learning through knowledge exchange and values-driven culture
- general: Opportunities to work with industry leaders on complex challenges
Tags & Categories
Director, Regional Sales - New Business and Commercial Sales, Japan
GitLab
Director, Regional Sales - New Business and Commercial Sales, Japan
Job Description
About this Role
Lead the charge in building a high-impact sales function dedicated to new logo growth for GitLab's AI-powered DevSecOps platform.
Empower everyone to contribute to software that powers the world, aligning with GitLab's mission to accelerate human progress.
Shape and scale a dynamic sales strategy in a fast-moving, high-volume territory targeting over 24,000 ideal customer accounts.
Hire, coach, and develop a team of elite Account Executives to secure first-order deals with average sizes up to 25,000.
Collaborate with cross-functional partners to bring innovative solutions like Duo Enterprise and Duo Agent Platform to new customers.
Thrive in a high-performance culture where AI boosts productivity, innovation flourishes, and every voice drives impact.
Represent GitLab's open-source, DevSecOps, and SaaS offerings to executive stakeholders, forging long-term partnerships.
Operationalize repeatable sales motions that shorten deal cycles to under six months and exceed new business targets.
Join a growing team focused on pipeline predictability, efficient processes, and scalable growth in a transformative market.
Co-create the future of software development while advancing your career among industry leaders at GitLab.
Locations
- United States (Remote)
Salary
Salary details available upon request
220,000 - 350,000 USD / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Salesforce CRM proficiencyintermediate
- Clari revenue intelligence platformintermediate
- Gong conversation intelligenceintermediate
- Outreach sales engagementintermediate
- Pipeline management and forecastingintermediate
- Territory planning and account strategyintermediate
- Opportunity management and progressionintermediate
- Negotiation and deal structuringintermediate
- Executive stakeholder presentationintermediate
- Sales operations and analyticsintermediate
Required Qualifications
- Proven success leading high-performing field sales teams in open source, DevOps, or SaaS environments (experience)
- Experience building, coaching, and developing Account Executives for new logo acquisition (experience)
- Demonstrated ability to design and execute scalable sales strategies for mixed account bases (experience)
- Proficiency using CRM and sales tools for accurate forecasting and pipeline management (experience)
- Strong relationship-building, negotiation, and deal-structuring skills (experience)
- Background managing distributed sales teams with understanding of local business dynamics (experience)
- Ability to exercise sound judgment and adapt quickly in fast-paced environments (experience)
- Track record driving consistent pipeline generation and deal progression (experience)
- Experience engaging and presenting to executive-level stakeholders (experience)
- Success driving new business in complex B2B environments with transferable leadership (experience)
Preferred Qualifications
- Deep expertise in AI-powered DevSecOps platforms and SDLC integration (experience)
- History of exceeding new business revenue targets in high-volume territories (experience)
- Advanced skills in sales operations and enablement program design (experience)
- Experience scaling sales functions from inception to maturity (experience)
- Proven coaching on territory planning, opportunity management, and negotiation (experience)
- Familiarity with open-core software business models (experience)
- Strong collaboration with marketing for campaign optimization (experience)
- Data-driven decision-making with sales analytics expertise (experience)
- Knowledge of global sales best practices adaptable to regional needs (experience)
- Diverse leadership experience across multiple B2B tech sectors (experience)
Responsibilities
- Lead a distributed team of Account Executives focused on new logos and first-order revenue
- Develop and execute scalable new business sales strategies for target accounts
- Drive consistent pipeline generation and efficient deal progression across high-volume accounts
- Collaborate with marketing, sales ops, and enablement to optimize growth motions
- Utilize Salesforce, Clari, Gong, and Outreach for pipeline validation and forecasting
- Hire, onboard, and coach sales team on territory planning and deal management
- Partner with sales leadership to define, refine, and scale the sales function
- Represent GitLab to executive stakeholders, reinforcing value propositions
- Share learnings and best practices across regional and global teams
- Balance strategic planning with hands-on support for deal closures
Benefits
- general: Comprehensive benefits supporting health, finances, and well-being
- general: Flexible Paid Time Off policy
- general: Team Member Resource Groups for inclusion and belonging
- general: Equity Compensation and Employee Stock Purchase Plan
- general: Growth and Development Fund for professional advancement
- general: Generous Parental Leave
- general: Home office support and equipment
- general: All-remote work environment with asynchronous collaboration
- general: Continuous learning through knowledge exchange and values-driven culture
- general: Opportunities to work with industry leaders on complex challenges
Tags & Categories