Director Regional Sales, Alps

GitLab GitLab · Enterprise · Switzerland · EMEA - Enterprise

Director of Regional Sales for the Alps region, responsible for strategy and execution to grow GitLab's presence, build and lead a sales team, establish sales processes, and engage with key accounts. This role focuses on driving new logo acquisition and expansion, and influencing the go-to-market motion.

What you'd actually do

  1. Lead the growth of GitLab’s business in the Alps region by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.
  2. Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.
  3. Drive new logo acquisition across a broad base of medium-sized businesses in the Alps region while shaping and executing a long-term strategy for larger, more complex accounts.
  4. Build GitLab’s reputation the Alps market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.
  5. Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility.

Skills

Required

  • Experience building and leading high-performing sales teams in a regional or multi-country context
  • Ability to design and execute a regional go-to-market plan
  • Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes
  • Demonstrated strength in developing trusted relationships with senior customer stakeholders
  • Comfort operating in a dynamic, growth-focused, all-remote environment
  • Openness to collaborating across account management, customer success, marketing, product, engineering, and operations
  • Willingness to apply transferable leadership and sales skills from related markets or industries

Nice to have

  • focus on coaching, field engagement, and talent development
  • pipeline generation discipline, territory coverage, and structured deal execution
  • B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab’s platform
  • MEDDPICC or similar methodologies
  • acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing tools
  • ability to work effectively with distributed teams
  • direct Alps market experience differs, in alignment with GitLab’s inclusive hiring approach

What the JD emphasized

  • own the strategy and execution
  • build and lead a high-performing Account Executive team
  • establish disciplined, data-informed sales processes
  • stay close to the field by engaging directly with key accounts
  • drive new logo acquisition
  • expand our footprint
  • shape GitLab’s go-to-market motion
  • executing against ambitious bookings and ARR growth targets
  • building the regional sales plan
  • enforcing pipeline discipline
  • driving day-to-day execution
  • meet quarterly bookings and ARR targets
  • Manage, coach, and develop a team of Account Executives
  • joining customer meetings
  • modeling consistent, high-activity, field-focused sales behavior
  • Drive new logo acquisition
  • shaping and executing a long-term strategy
  • Build GitLab’s reputation
  • partnering with marketing, business development, and local networks
  • generate qualified pipeline
  • deepen market awareness
  • Establish clear operating rhythms, sales processes, and methodologies
  • create structure, accountability, and repeatability
  • Collaborate with regional sales leaders and cross-functional partners
  • align coverage, share best practices
  • ensure consistent execution
  • Develop and maintain executive-level relationships
  • positioning GitLab as a strategic partner
  • uncovering expansion and renewal opportunities
  • Analyze pipeline, forecast, and performance data
  • identify gaps and opportunities
  • adjust regional plans
  • focus on the highest-impact activities
  • represent the Alps business internally
  • clear insights on market trends and customer needs
  • Experience building and leading high-performing sales teams
  • focus on coaching, field engagement, and talent development
  • Ability to design and execute a regional go-to-market plan
  • pipeline generation discipline
  • territory coverage
  • structured deal execution
  • Skills in creating structure and clarity
  • setting expectations
  • driving organized, data-informed sales processes
  • Demonstrated strength in developing trusted relationships with senior customer stakeholders
  • support new business and expansion
  • Comfort operating in a dynamic, growth-focused, all-remote environment
  • acting as a self-directed “manager of one”
  • Openness to collaborating across account management, customer success, marketing, product, engineering, and operations
  • ability to work effectively with distributed teams
  • Willingness to apply transferable leadership and sales skills
  • direct Alps market experience differs
  • alignment with GitLab’s inclusive hiring approach
  • growing GitLab’s presence across the Alps region
  • working closely with Account Executives and cross-functional partners
  • collaborates asynchronously across time zones
  • build pipeline
  • manage complex sales cycles
  • deliver consistent customer experiences
  • help shape how we organize coverage
  • implement disciplined sales processes
  • bring structure to a high-growth region
  • staying aligned with global sales strategy