Regional Sales Director, Commercial - LATAM

As the Regional Director, Commercial Sales - LATAM, you'll lead a team of Commercial Account Executives to grow adoption of GitLab's AI-powered DevSecOps platform, which brings together software development, security, and operations. You'll own software sales, bookings, and revenue across the region, helping new and existing customers increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the Area Vice President, LATAM, you'll hire and develop your team, set territory and industry strategies, and align regional sales plans with GitLab's growth goals. As an all-remote team, you'll collaborate across time zones using asynchronous workflows.

Responsibilities

Lead, coach, and develop Commercial Account Executives serving the LATAM market to deliver software sales, bookings, and revenue results; Build territory and industry plans based on market dynamics, customer needs, and competitive trends; Establish that operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy; Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with GitLab's revenue goals; Establish, track, and report on team performance metrics, and address gaps through coaching and changes to regional plans; Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution; Recruit, hire, and onboard sales talent, and maintain a pipeline of potential future hires in the region; Build an inclusive, positive team culture through regular coaching, clear expectations, and ongoing development; Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to LATAM markets

Requirements

Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment; Success leading and developing account-focused sales teams, including hiring, coaching, and performance management; A track record of meeting or exceeding revenue, pipeline, and other sales performance objectives; Experience building and executing go-to-market strategies for LATAM, with a willingness to lead your team and participate directly in selling; Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics; Practical experience using CRM and sales and marketing tools, such as Salesforce, Clari, or Marketo; Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others; Interest in open source and a commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency

Benefits

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