An overview of this role

As the Director, Regional Sales New Business, you'll build and lead a dedicated new logo function across EMEA. You'll focus on bringing GitLab's open source, DevSecOps, and SaaS platform to first-time customers. You'll report to the Vice President for New Business (VP) and own the design and execution of a scalable sales strategy for a large, fast-moving territory. You'll hire, develop, and coach a high-performing team of Account Executives to win first-order deals across mainland Europe. You'll use tools like Salesforce, Clari, Gong, and Outreach to create predictable pipeline, shorten deal cycles to 6 months or less, and consistently meet or exceed new business goals. This is a rare opportunity to shape and operationalize a high-impact new business motion while partnering closely with marketing, sales operations, enablement, and regional leadership to establish the structure, processes, and best practices that will define how GitLab acquires new customers across EMEA.

What you’ll do

• Lead a team of Account Executives across EMEA focused on winning new logos and driving first-order revenue.
• Develop and execute a scalable new business sales strategy for EMEA, covering both installed base and whitespace accounts within our ideal customer profile.
• Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles.
• Collaborate closely with marketing, sales operations, and enablement to design, test, and refine motions, campaigns, and processes that support new business growth.
• Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast, and coach your team based on data-driven insights.
• Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure.
• Partner with regional and global sales leadership to define, refine, and scale this new business sales function, sharing learnings and best practices across teams.
• Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in EMEA, reinforcing our value proposition and building long-term partnerships.

What you’ll bring

• Experience leading high-performing, distributed field sales teams in open source, DevOps, or SaaS environments with a focus on new logo acquisition and net new revenue.
• Background building, coaching, and developing Account Executives to create a pipeline, progress opportunities, and close first-order deals across a regional territory.
• Demonstrated ability to design and execute scalable sales strategies for large, mixed account bases (installed customers and whitespace) across EMEA.
• Proficiency with CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to forecast, manage pipeline, and support operational discipline.
• Skill in building relationships, negotiating, and structuring deals with executive-level stakeholders at customer organizations.
• Awareness of regional nuances, cultures, and go-to-market dynamics across EMEA, and the ability to adapt your approach accordingly.
• Ability to apply sound judgment, adapt to changing conditions, and balance strategic planning with hands-on support for active opportunities.
• Openness to diverse, transferable leadership and sales backgrounds that show success driving new business in complex B2B environments.

About the team

The Regional Sales New Business team at GitLab is an all-remote, distributed group based across EMEA. We collaborate asynchronously and rely on clear written communication and shared playbooks to stay aligned. We prioritize the highest-potential accounts within our ideal customer profile and work with sales, marketing, and operations partners to coordinate go-to-market plans. As a growing function, we're focused on building a supportive, feedback-driven culture where people can experiment, learn quickly, and grow their careers in new business sales.

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