Regional Sales Director

GitLab · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 6d ago

Still open · checked 1h agoon GitLab's careers page

What GitLab sells

One place to build and ship safer code

Software teams often juggle many separate tools to write, test, check, and release their code. GitLab keeps those steps in one place and checks for security problems along the way. Teams can then ship safer software faster.

In plain English, from their own job posts. Something wrong? Tell us

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The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 6 days.
Company hiring: Ramping up: posted 16 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.

Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from GitLab? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

The role

Leads a team of Strategic and Major Account Executives selling GitLab's AI-powered DevSecOps platform to German enterprise customers, both new and existing. Also hires, coaches, and sets territory and industry plans.

Enterprise · Mixed

Selling motion

Mixed

Who you're selling to

Buyer:: Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
Company size:: Enterprise

Pipeline expectations

Not stated in the posting.

Compensation

The posting doesn't list pay.

What is not disclosed

This posting doesn't tell you:

Base salary
OTE
Quota size
Quota attainment
Average deal size
Sales cycle length

The questions above cover the big ones.

Full posting

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As the Regional Director, Sales for Germany, you’ll lead a high-performing team of Strategic & Major Account Executive professionals to grow adoption of GitLab’s AI-powered DevSecOps platform. You’ll be responsible for managing software sales, bookings, and revenue, while building strong relationships with new and existing customers who rely on GitLab to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the VP, Central EMEA, you’ll hire and develop top talent, set clear territory and industry strategies, and ensure your team’s sales plans align with GitLab’s overall growth goals in this market. In your first year, you’ll focus on building a strong team culture, deepening our presence with German clients, and consistently meeting or exceeding performance objectives in a fast-paced, open source software and SaaS environment. Responsibilities - Lead, coach, and motivate a team of Strategic & Major Account Executives focused on the German market to deliver software sales, bookings, and revenue results - Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities - Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab’s overall revenue goals - Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes - Collaborate closely with Renewals, Marketing, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution - Recruit, hire, and onboard top sales talent while building and maintaining a strong pipeline of potential future hires in the region - Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development - Educate and enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to the German market, such as data privacy, data sovereignty, and sector-specific compliance requirements Requirements - Progressive experience in field sales and sales operations in an open source software, DevOps, or similar software-as-a-service environment - Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management - Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.) - Experience building and executing go-to-market strategies for the German market, with a willingness to both lead and participate directly in selling activities - Commercial and analytical skills to interpret sales performance data and adjust regional plans in ways that drive sustainable, long-term growth - Practical experience working with CRM and sales/marketing tools (for example Salesforce, Clari, Marketo) to manage forecasts, territories, and pipeline - Ability to analyze market trends, customer needs, and competitive dynamics to inform territory planning and team enablement - Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others - Alignment with GitLab’s values and interest in open source, with openness to candidates who bring transferable leadership and regional sales experience from adjacent software markets Remote-Global How GitLab Supports Full-Time Employees - 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 Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. 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. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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