Global Sales Director, SMB – New Business

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

📋 Description

• Take ownership of the comprehensive new-logo strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions.

• Lead, mentor, and hold accountable four manager-level direct reports along with their respective teams.

• Develop and refine the outbound and top-of-funnel playbook, spanning pipeline generation to regional deal execution.

• Establish a cohesive quota, territory, and coverage strategy for EMEA and AMER new-logo teams.

• Cultivate cross-functional relationships and influence strategic roadmaps across regions.

• Collaborate with senior leadership in sales, marketing, and RevOps to align strategies with corporate revenue objectives.

• Oversee cross-regional forecasting, pipeline health, and revenue reporting.

• Analyze regional market dynamics to optimize successes and identify growth opportunities.

• Educate the organization about competitive products, regulations, trends, customer needs, and pricing strategies.

• Set and communicate team- and organization-level metrics and address any performance gaps.

• Ensure that the new-business plan aligns with corporate revenue targets.

• Recruit and onboard manager-level talent while building a pipeline for future leadership positions.

• Promote a positive culture throughout a multi-region, multi-functional organization.

⛳️ Requirements

• A proven history of leading multiple sales or pipeline-generation teams, preferably across different regions.

• Track record of surpassing new-business quotas at both the team and organizational level, along with mentoring managers to achieve similar results.

• Over 8 years of experience in B2B software sales.

• At least 4 years in a management role overseeing people.

• Experience managing other managers is highly preferred.

• Proven success in building and scaling outbound/top-of-funnel strategies (BDR/SDR) alongside direct new-logo sales execution.

• Experience working across regions, ideally EMEA and AMER; experience in APJ is a plus.

• Demonstrated resilience, intelligence, and creativity in developing business cases and go-to-market strategies at an organizational level.

• Ability to coach managers on team leadership, technical sales, and value-based selling techniques.

• Experience in selling to small and medium businesses.

• Proficient in utilizing CRM and marketing automation tools such as Salesforce, Clari, and Marketo.

• Strong executive presence.

• Excellent relationship-building and negotiation skills.

• Outstanding presentation skills and executive-level written and verbal communication capabilities.

• Familiarity with using GitLab.

• Willingness to travel as necessary and adhere to the company's travel policy.

• Commitment to work in alignment with GitLab values.

🏝️ Benefits

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

• Flexible Paid Time Off.

• Access to Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.

• Sales incentive pay aimed at up to 100% of the offered base salary.

• Remote work arrangement.