Global Sales Director of SMB, New Business

The Director of New Business owns GitLab's end-to-end new-logo acquisition strategy — from pipeline generation through regional execution — and leads the org through four manager-level leaders: a New Business EMEA Manager, a New Business AMER Manager, a New Business BDR Manager, and a New Business SDR Manager. This is a new, expanded scope in our GTM organization, critical to building GitLab's customer base and continued long-term growth.

Reporting to sales leadership, you will be responsible for hiring, developing, and leading a team of managers — and, through them, their teams of BDRs, SDRs, and New Logo Account Executives — to meet and exceed new-business goals across regions. The right candidate is passionate about open source software, DevSecOps, and selling to development teams, with a proven track record leading multiple sales or pipeline-generation teams.

What you’ll do

• Owns the end-to-end new-logo strategy across EMEA, AMER, and the BDR/SDR pipeline-generation functions
• Leads, develops, and holds accountable four manager-level direct reports and, through them, their teams
• Builds and iterates the outbound and top-of-funnel playbook spanning pipeline generation through regional deal execution
• Sets a unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
• Builds cross-functional relationships and influences roadmaps across regions to drive new logos
• Partners with senior sales, marketing, and RevOps leadership to align new-business strategy with corporate revenue goals
• Drives cross-regional forecasting, pipeline health, and revenue reporting for the global new-business function
• Analyzes market dynamics across regions to maximize existing successes and create new growth opportunities
• Educates the org on industry factors: competitive products, regulations, trends, customer needs, and pricing
• Establishes and reports on team- and org-level metrics; addresses performance gaps across managers and their teams
• Ensures the new-business plan is aligned with and supports the corporate revenue goal
• Recruits and hires manager-level talent; invests time weekly building a pipeline of future manager and leadership hires
• Fosters a successful, positive culture across a multi-region, multi-function org

What you’ll bring

• Proven track record leading multiple sales or pipeline-generation teams, ideally across regions
• History of exceeding new-business quotas at a team and org level, and coaching managers to do the same
• 8+ years of B2B software sales experience, including 4+ years in a people-management role; experience managing managers (a "manager of managers") strongly preferred
• Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution
• Experience operating across regions (EMEA and AMER ideally, APJ is a big bonus) with an understanding of regional market dynamics
• Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at an org level
• Ability to coach managers on team leadership, technical sales, and value-based selling
• Experience selling to small & medium businesses; willingness to "roll up your sleeves" when needed
• Experience utilizing CRM and marketing automation systems (Salesforce, Clari, Marketo, etc.)
• Strong executive presence; ability to represent the new-business function to senior leadership
• Strong relationship-building and negotiation skills
• Strong presentation skills; executive-level written and verbal communication, with the ability to mentor managers
• You share our values, and work in accordance with those values
• Leadership at GitLab
• Ability to use GitLab
• Ability to travel if needed and comply with the company's travel policy