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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.
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An overview of this role
As the Regional Director, Sales for our Financial Services vertical in the US, you'll lead a high-performing team of Strategic Account sales professionals to grow adoption of GitLab's AI-powered DevSecOps platform across banking, insurance, capital markets, and fintech, helping financial institutions plan, build, secure, and ship software faster across the entire software development lifecycle. You'll be responsible for managing software sales, bookings, and revenue, while building strong relationships with new and existing customers who rely on GitLab to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the AVP, Financial Services, you'll hire and develop top talent, set clear territory and industry strategies, and ensure your team's sales plans align with GitLab's overall growth goals. In your first year, you'll focus on building a strong team culture, deepening our presence with leading financial institutions, and consistently meeting or exceeding performance objectives in a fast-paced, open source software and SaaS environment.
What you’ll do
- Lead, coach, and motivate a team of Strategic Account Leaders focused on the US Financial Services market to deliver software sales, bookings, and revenue results
- Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities
- Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab's overall revenue goals
- Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes
- Collaborate closely with Renewals, Marketing, Sales Operations, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution
- Recruit, hire, and onboard top sales talent while investing time weekly to build and maintain a strong pipeline of potential future hires
- Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development
- Educate and enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to financial services (such as SOX, PCI DSS, FFIEC, DORA, and third-party risk and model governance requirements)
What you’ll bring
- 7-10 years of progressive experience in field sales, sales operations, and sales management in an open source software, DevOps, or similar software-as-a-service environment
- Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management
- Experience selling to Fortune 500 and enterprise financial institutions, with a willingness to "roll up your sleeves" and participate directly in selling activities
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience building and executing go-to-market strategies for regulated industries, ideally Financial Services
- Ability to exercise effective judgment, sensitivity, and creativity as needs change, and to thrive in a fast-paced environment with a challenging workload
- Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others
- Alignment with GitLab's values and a genuine passion for open source, with openness to candidates who bring transferable leadership experience from adjacent software markets
- Ability to travel if needed and comply with the company's travel policy
About the team
You'll join our AMER Enterprise Sales organization, leading the US Financial Services vertical as part of a broader, all-remote team that collaborates across time zones using GitLab's asynchronous workflows. This team is responsible for driving new and expansion revenue, partnering closely with Renewals, Marketing, and Sales Operations to serve financial services customers and grow adoption of GitLab's AI-powered DevSecOps platform. You'll manage a group of Strategic Account Leaders, build a pipeline of future talent, and help shape our go-to-market strategy in a fast-evolving, highly regulated market.. For more on how this team works, see our Sales Team Handbook.
Remote-Global
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$148,000—$248,400 USD
How GitLab Supports Full-Time Employees
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.
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