Regional Sales Director

As the Regional Manager, Sales for Canada, you’ll lead a high-performing team of Account Executives to grow adoption of GitLab’s AI-powered DevSecOps platform across industries and customer segments, helping Canadian organizations plan, build, secure, and ship software faster across the entire software development lifecycle. 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. You’ll hire and develop top talent, set clear territory and market strategies, and ensure your team’s sales plans align with GitLab’s overall growth goals. In your first year, you’ll focus on building a strong team culture, deepening our presence with leading Canadian organizations, and consistently meeting or exceeding performance objectives in a fast-paced, open source software and SaaS environment.

Must be located in Canada

What you’ll do

• Lead, coach, and motivate a team of Account Executives covering Canada to deliver software sales, bookings, and revenue results
• Drive territory and market planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities across segments and industries
• 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, Sales Operations, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution
• Recruit, hire, and onboard top sales talent while investing time weekly to build and maintain a strong pipeline of potential future hires
• 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 the industry, privacy, and regulatory factors that matter to Canadian customers

What you’ll bring

• 7-10 years of progressive experience in field sales, sales operations, and sales management in an open source software, DevOps, or similar software-as-a-service environment 
• Demonstrated success leading and developing account-focused sales teams in a commercial or enterprise segment, including hiring, coaching, and performance management
• Experience selling to large commercial and enterprise organizations, with a willingness to “roll up your sleeves” and participate directly in selling activities when needed
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Experience building and executing go-to-market strategies across multiple segments or industries, including regulated ones
• Ability to exercise effective judgment, sensitivity, and creativity as needs change, and to thrive in a fast-paced environment with a challenging workload
• 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 a genuine passion for open source, with openness to candidates who bring transferable leadership experience from adjacent software markets
• Ability to travel if needed and comply with the company’s travel policy