Global Sales Director of SMB, New Business

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