Who you are

- 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

- 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

What the job involves

- 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 recent-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

- 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 current-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

Benefits

- We offer benefits to manage your health, wealth, and well-being regardless of location

- Flexibility in schedule to be there for life’s important moments

- Equity compensation & Employee Stock Purchase Plan offered

- Generous Paid Time Off

📌 Global Sales Director of SMB (Canada)
🏢 GitLab
📍 Canada