Director Regional Sales

This is a fully remote position, open to applicants in France.

📋 Description

• Spearhead the expansion of GitLab’s operations in the France region by developing the regional sales strategy, maintaining pipeline discipline, and executing daily activities to achieve quarterly bookings and ARR objectives.

• Oversee, mentor, and nurture a team of Account Executives, participating in customer meetings and exemplifying consistent, high-activity, field-oriented sales practices.

• Drive the acquisition of new clients across a diverse range of medium-sized businesses in France while crafting and implementing a long-term approach for larger, more intricate accounts.

• Enhance GitLab’s standing in the French market by collaborating with marketing, business development, and local networks to create a qualified pipeline and increase market visibility.

• Set up clear operational rhythms, sales methodologies, and processes (such as MEDDPICC or similar) that foster structure, accountability, and repeatability without compromising agility.

• Work in conjunction with regional sales leaders and cross-functional partners from account management, customer success, marketing, product, engineering, and operations to synchronize coverage, exchange best practices, and ensure consistent execution.

• Cultivate and sustain executive-level relationships with key accounts, positioning GitLab as a strategic ally and identifying opportunities for expansion and renewal.

• Evaluate pipeline, forecast, and performance metrics to pinpoint gaps and opportunities, adjust regional strategies to concentrate on the most impactful activities, and represent the Alps business internally with clear insights on market trends and customer demands.

⛳️ Requirements

• Proven experience in building and leading high-performing sales teams within a regional or multi-country framework, emphasizing coaching, field engagement, and talent cultivation.

• Capability to design and implement a regional go-to-market strategy, encompassing pipeline generation discipline, territory coverage, and structured deal execution.

• Understanding of B2B software or technology sales, along with concepts related to open source and DevSecOps, with a desire to deepen familiarity with GitLab’s platform.

• Proficiency in establishing structure and clarity, setting expectations, and driving organized, data-driven sales processes, including the application of MEDDPICC or similar methodologies.

• Proven ability to build trusted relationships with senior customer stakeholders, including executive-level contacts, to facilitate new business and expansion.

• Comfort in operating within a dynamic, growth-oriented, fully remote environment, acting as a self-directed “manager of one” and utilizing Salesforce.com or similar CRM and marketing tools.

• Willingness to collaborate across account management, customer success, marketing, product, engineering, and operations, effectively engaging with distributed teams.

• Readiness to apply transferable leadership and sales skills from related markets or industries, even if direct experience in the Alps market differs, in line with GitLab’s inclusive hiring philosophy.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.