Director, Regional Sales

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

📋 Description

• Lead the strategic initiatives and execution to enhance GitLab's footprint in Japan.

• Build and oversee a team of Account Executives.

• Set up clear, data-driven sales procedures.

• Directly engage with key accounts to cultivate executive-level relationships.

• Supervise the regional sales strategy, ensuring pipeline visibility and effective daily operations.

• Facilitate the acquisition of new logos within Enterprise sectors in Japan.

• Develop long-term strategies for complex, multi-stakeholder accounts, focusing on deal strategies and contract negotiations.

• Collaborate with marketing, business development, and local networks to create qualified pipelines and enhance market awareness.

• Establish operating rhythms, sales processes, and methodologies such as MEDDPICC.

• Work alongside account management, customer success, marketing, product, engineering, and operations teams.

• Analyze pipeline, forecasts, and performance data to pinpoint gaps and opportunities.

• Serve as a representative of the Japan business internally, providing insights into market trends and customer needs.

⛳️ Requirements

• Proven experience in building and managing sales teams within a regional or multi-country framework, emphasizing coaching, field engagement, and talent growth.

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

• Proficiency in coaching teams through a well-defined sales process, aiding in complex deal strategies, and ensuring consistency in regional execution.

• Familiarity with B2B software sales, technology sales, and AI-accelerated workflows and platforms.

• Competence in establishing structure and clarity, setting expectations, and employing organized, data-driven sales processes, including MEDDPICC or similar methodologies.

• Strong skills in consultative, value-based selling and in building established relationships with senior customer stakeholders to support new business and expansion efforts.

• Comfort in a dynamic, all-remote work environment, exercising sound judgment, initiative, and utilizing Salesforce.com or equivalent CRM and marketing tools.

• Ability to effectively collaborate across account management, customer success, marketing, product, engineering, and operations.

🏝️ 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.