Global Sales Director of SMB, New Business

Job description

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 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 new-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. What you’ll do 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 new-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 What you’ll bring 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 Demo