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Senior Director, Global SMB Sales

1 hour, 9 minutes ago
United States
Full-time
Executive
Head of Sales
Sales and Business Development
Agile CI/CD DevSecOps
Apply Now
GitLab

GitLab

GitLab: The comprehensive DevOps platform revolutionizing software development with automation, AI workflows, and essential tools for efficient collaboration.

Internet Software & Services
1K-5K
Founded 2014
View All Jobs 196

Description

  • Own the global SMB business, including revenue performance across net new ARR, expansion, and retention across routes to market.
  • Lead and scale a distributed organization of SMB sales leaders across regions, including coaching, accountability, and leadership development.
  • Build and improve a high-velocity SMB sales motion by extending playbooks and processes for repeatable global execution.
  • Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels.
  • Partner with Revenue Operations and Finance on quotas, compensation, lead management, and territory changes.
  • Collaborate with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless SMB customer journey.
  • Establish and inspect core SMB performance metrics such as pipeline coverage, conversion, sales velocity, productivity, and retention.
  • Use market insight, customer behavior, and performance data to refine programs, messaging, and execution.
  • Bring the voice of the SMB customer into strategic decisions and operating plans.

Requirements

  • Significant experience in B2B software sales, with sales leadership experience in SMB or Commercial segments in a SaaS environment.
  • Proven success owning large revenue goals and driving growth through global or multi-region sales organizations.
  • Experience building and scaling high-velocity sales motions, including inbound, outbound, and digitally supported engagement models.
  • Strong ability to lead front-line leaders and managers in a distributed environment.
  • Track record of coaching teams in consultative and value-based selling.
  • Excellent analytical and operational judgment with comfort using performance data to improve execution and solve root-cause issues.
  • Demonstrated ability to collaborate and influence senior stakeholders across Sales, Marketing, Product, Customer Success, Revenue Operations, and Finance.
  • Familiarity with sales planning topics such as forecasting, quota setting, territory design, coverage models, and customer account health.
  • Clear communication skills and technical fluency to explain DevSecOps, CI/CD, source code management, Agile planning, and AI capabilities to business and technical buyers.
  • Experience with or understanding of GitLab's value proposition and global, distributed, asynchronous work environment is preferred.

Benefits

  • Base salary range of $161,280 to $270,720 USD for U.S. residents.
  • Sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary.
  • Benefits to support health, finances, and well-being.
  • Flexible Paid Time Off.
  • Equity Compensation and Employee Stock Purchase Plan.
  • Growth and Development Fund.
  • Parental leave.
  • Home office support.
  • Remote work across countries, with some roles subject to location-based eligibility requirements.

Interested in this position?

Apply directly on the company website

Apply Now

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