Regional Sales Director

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