Global Sales Director of SMB, New Business

Overview

As Director of New Business, you own GitLab’s end-to-end new-logo acquisition strategy across regions. You’ll lead four manager-level leaders and their teams to build scalable outbound motions and regional deal execution. You will align cross-functional roadmaps with corporate revenue goals and drive forecast and performance metrics. You’ll shape growth by expanding our customer base in EMEA and AMER, while fostering a collaborative, results-driven culture. This role offers strategic impact at scale in a rapidly evolving GTM organization.

Pay / Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Responsibilities

• Own end-to-end new-logo strategy across EMEA, AMER, and pipeline-generation functions
• Lead four manager-level leaders and their teams (BDRs, SDRs, and New Logo Account Executives)
• Build and refine outbound/top-of-funnel playbook from pipeline to regional deal execution
• Set unified quota, territory, and coverage for EMEA and AMER new-logo teams
• Foster cross-functional alignment with senior Sales, Marketing, and RevOps leadership
• Drive cross-regional forecasting, pipeline health, and revenue reporting
• Analyze regional market dynamics to identify growth opportunities
• Educate org on industry factors: competition, regulations, trends, pricing
• Establish and report team/org-level metrics; address performance gaps
• Recruit and develop manager-level talent; build a pipeline of future leaders
• Promote a positive culture across a multi-region, multi-function org

Key requirements

• 8+ years in B2B software sales
• 4+ years in a people-management role; experience managing managers preferred
• Proven track record exceeding new-business quotas at team and org level
• Experience building and scaling outbound/top-of-funnel motions (BDR/SDR)
• Experience operating across regions (EMEA/AMER; APJ a bonus)
• Strong coaching in leadership, technical sales, and value-based selling
• Experience selling to SMBs; hands-on when needed
• Crm and marketing automation experience (Salesforce, Clari, Marketo)
• Strong executive presence and relationship-building skills
• Excellent presentation and written/verbal communication; mentoring managers
• Willingness to travel and align with travel policy
• Ability to use GitLab tools

• leadership and people development
• strategic thinking and cross-functional influencing
• resilience and adaptability
• CRM systems (Salesforce)
• Marketing automation (Marketo, Clari)
• Go-to-market strategy

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