Regional Sales Director, Commercial – LATAM

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

📋 Description

• Lead, mentor, and nurture the development of Commercial Account Executives catering to the LATAM market.

• Take ownership of software sales, bookings, and revenue throughout the region.

• Create territory and industry strategies informed by market trends, customer demands, and competitive analysis.

• Set qualification criteria, ensure pipeline cleanliness, conduct deal assessments, and maintain forecast precision.

• Manage sales forecasts, territory plans, and strategies for regional expansion.

• Monitor and report on team performance metrics, addressing gaps through coaching and adjustments to regional plans.

• Collaborate with Renewals, Marketing, and Sales Operations regarding pipeline health, renewals, and deal execution.

• Recruit, onboard, and develop sales talent while maintaining a pipeline for future hires.

• Foster an inclusive team culture through coaching, clear expectations, and continuous development.

• Equip the team with knowledge about GitLab's products, pricing, AI-driven DevSecOps positioning, and LATAM industry as well as regulatory considerations.

• Report to the Area Vice President, LATAM.

• Engage in asynchronous collaboration across different time zones as part of GitLab's fully remote Commercial LATAM Sales team.

⛳️ Requirements

• Progressive experience in field sales and sales operations within the open source software, DevOps, or comparable software-as-a-service sectors.

• Leadership and regional sales experience from related software markets is advantageous.

• Proven success in leading and developing account-focused sales teams, including hiring, coaching, and managing performance.

• A history of meeting or surpassing revenue, pipeline, and other sales performance goals.

• Experience in formulating and implementing go-to-market strategies for the LATAM region.

• Willingness to lead the team and actively engage in selling activities.

• Strong commercial and analytical abilities to evaluate sales performance, market trends, customer requirements, and competitive landscapes.

• Practical experience with CRM and sales/marketing tools such as Salesforce, Clari, or Marketo.

• Excellent relationship-building, negotiation, and presentation skills.

• Strong executive-level written and verbal communication skills.

• Capability to mentor others effectively.

• A keen interest in open source technologies.

• Dedication to GitLab's core values of collaboration, results, efficiency, diversity, inclusion, belonging, iteration, and transparency.

• All team members are expected to integrate AI into their daily workflows.

🏝️ Benefits

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

• Flexible Paid Time Off (PTO).

• Access to Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.

• Fully remote work arrangement.

• AI as a fundamental productivity enhancer in daily tasks.

• Equal opportunity workplace and affirmative action employer.

• Reasonable accommodations provided throughout the recruiting process.