Director, Regional Sales - New Business - DACH / France

GitLab is an open-core software company that develops an AI-powered DevSecOps Platform used by over 100,000 organizations. The Director, Regional Sales New Business will lead a team focused on acquiring new customers in DACH and France, developing sales strategies, and collaborating with marketing and operations to drive new business growth.

Responsibilities:

• Lead a team of Account Executives across DACH / France focused on winning new logos and driving first-order revenue
• Develop and execute a scalable new business sales strategy for DACH / France, 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 DACH / France, reinforcing our value proposition and building long-term partnerships

Requirements:

• 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 DACH / France
• 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