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An overview of this role
As the Director of Regional Sales for Italy, you'll take ownership of building and leading our Italian sales presence. You'll drive revenue growth, implement disciplined sales processes and technology, and partner across account management, customer success, marketing, product, engineering, and operations to deliver exceptional customer experiences. You'll report to the VP of Sales and balance hands-on field leadership with strategic vision. You'll stay close to key accounts, develop your sales team, and expand our client base. In this role, you'll be passionate about open source software, drive repeatable sales processes, and influence GitLab's growth by establishing disciplined go-to-market strategies, developing sales talent, and executing against ambitious bookings targets in Italy.
What you’ll do
- Lead the growth of GitLab's business in Italy, taking ownership for building the country plan, pipeline discipline, and day-to-day execution to achieve or exceed quarterly bookings and ARR growth targets.
- Manage, coach, and develop a small team of Account Executives, staying close to the field, joining customer meetings, and modeling hands-on, high-activity sales behavior.
- Drive new logo acquisition across a broad base of medium-sized Italian businesses while shaping a long-term strategy to engage larger accounts.
- Build GitLab’s reputation in the Italian market by partnering with marketing, business development, and local networks to generate pipeline and increase market awareness.
- Establish clear operating rhythms, sales processes, and methodologies that bring structure, organization, and accountability to the team without losing agility.
- Collaborate with regional sales leaders and cross-functional partners across account management, customer success, marketing, product, engineering, and operations to align territory coverage, share best practices, and ensure consistent execution across the region.
- Develop and maintain strong relationships with key accounts at the executive level (CXO and program level), positioning GitLab as a strategic partner and identifying expansion opportunities.
- Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust plans so the team focuses on the highest-impact activities, and represent the Italian business internally by sharing insights on market trends, customer needs, and resource requirements to inform regional strategy.
What you’ll bring
- Experience building and leading high-performing sales teams, ideally within Italy, with a focus on coaching and developing talent.
- Ability to design and execute a country go-to-market plan, including pipeline generation discipline, territory coverage, and disciplined deal execution.
- Strength in balancing hands-on field work with strategic leadership, staying close to customers while managing day-to-day operations.
- Familiarity with B2B software or technology sales and open source/DevSecOps concepts, with enthusiasm for learning GitLab’s platform and building long-term market presence.
- Skills in creating structure, setting clear expectations, and driving organized, data-informed sales processes, including use of MEDDPICC or similar methodologies.
- Strong relationship-building skills, with the ability to create trust and empathy with both customers and GitLab team members at all levels.
- Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing automation systems to build trackable, repeatable sales processes.
About the team
You’ll join a regional sales organization focused on growing GitLab’s presence across Italy, working closely with Account Executives and cross-functional partners in account management, customer success, marketing, product, engineering, and operations. The team is all-remote and collaborates asynchronously across time zones to build pipeline, manage complex sales cycles, and deliver consistent customer experiences. You’ll help shape how we organize coverage, implement disciplined sales processes, and bring structure to a high-growth region while staying aligned with global sales strategy and GitLab’s values of transparency, collaboration, and results.
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How GitLab Supports Full-Time Employees
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
- Home Office Support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
**Country Hiring Guidelines: **GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.