# Global Sales Director of SMB, New Business

**Company**: GitLab
**Location**: Remote, Canada; Remote, United Kingdom; Remote, United States
**Work arrangement**: remote
**Experience**: executive
**Job type**: full-time
**Salary**: $148,000-$248,400 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8861745002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_dd822019-c09

## Description

GitLab is seeking a Global Sales Director of SMB, New Business to lead its end-to-end new-logo acquisition strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions.

The Director of New Business will own GitLab's end-to-end new-logo acquisition strategy , from pipeline generation through regional execution , and lead 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.

Responsibilities:

- 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

Requirements:

- 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

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

## Skills

### Required
- B2B software sales
- people management
- pipeline generation
- sales leadership
- CRM
- marketing automation

### Nice to have
- experience operating across regions
- APJ experience
- DevSecOps knowledge

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8861745002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)