Greenhouse ·
full-timeGlobal Sales Director Of SMB, New Business
Gitlab · Remote, Canada; Remote, United Kingdom; Remote, United States
GitLab provides an intelligent orchestration platform for DevSecOps, helping organizations boost developer productivity, improve efficiency, reduce security risk, and accelerate digital transformation. The Global Sales Director of SMB, New Business leads the end‑to‑end new‑logo acquisition strategy for the small‑and‑medium‑business segment across EMEA, AMER and the BDR/SDR pipeline functions. Reporting to sales leadership, the role involves hiring, developing and managing four manager‑level leaders and their teams of BDRs, SDRs and new‑logo account executives. Day‑to‑day responsibilities include building and iterating outbound playbooks, setting unified quotas and territory coverage, driving cross‑regional forecasting and pipeline health, partnering with marketing, RevOps and senior sales to align new‑business goals with corporate revenue targets, recruiting manager talent, and fostering a positive, multi‑region culture. The ideal candidate brings a proven track record leading multiple sales or pipeline‑generation teams, preferably across regions, with 8+ years of B2B software sales experience including 4+ years in people management and a background managing managers. Passion for open source software, DevSecOps and selling to development teams is expected, along with a history of exceeding new‑business quotas and coaching others to do the same.
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role 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 value
| Role | Global Sales Director Of SMB, New Business |
|---|---|
| Company | Gitlab |
| Location | Remote, Canada; Remote, United Kingdom; Remote, United States |
| Type | full-time |
| Compensation | Not disclosed |
| Posted | 2026-10-02 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4Global Sales Director Of SMB, New Business at Gitlab: frequently asked questions
- What is the salary for this role?
- Gitlab has not stated compensation in the listing. Check the original posting or ask during the application process.
- Is the Global Sales Director Of SMB, New Business position remote, hybrid or onsite?
- The listing marks this role as remote, with Remote, Canada; Remote, United Kingdom; Remote, United States as the location.
- What is the application deadline?
- Gitlab has not listed a fixed deadline, so apply early in case the opening is filled.
- How do I apply for the Global Sales Director Of SMB, New Business role?
- Use the Apply button on this page. It opens the original listing on job-boards.greenhouse.io, where you submit your application with the company.
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