Regional Sales Director, Commercial – LATAM

• Lead, coach, and develop Commercial Account Executives serving the LATAM market
• Own software sales, bookings, and revenue across the region
• Build territory and industry plans based on market dynamics, customer needs, and competitive trends
• Establish qualification standards, pipeline hygiene, deal inspection, and forecast accuracy
• Own sales forecasts, territory management plans, and regional growth strategies
• Track and report team performance metrics and address gaps through coaching and regional plan changes
• Partner with Renewals, Marketing, and Sales Operations on pipeline health, renewals, and deal execution
• Recruit, hire, and onboard sales talent and maintain a pipeline of future hires
• Build an inclusive team culture through coaching, clear expectations, and ongoing development
• Enable the team on GitLab's product, pricing, AI-powered DevSecOps positioning, and LATAM industry and regulatory factors
• Report to the Area Vice President, LATAM
• Collaborate asynchronously across time zones as part of GitLab's all-remote Commercial LATAM Sales organization

• Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment
• Transferable leadership and regional sales experience from adjacent software markets welcomed
• Success leading and developing account-focused sales teams, including hiring, coaching, and performance management
• Track record of meeting or exceeding revenue, pipeline, and other sales performance objectives
• Experience building and executing go-to-market strategies for LATAM
• Willingness to lead the 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
• Executive-level written and verbal communication skills
• Ability to mentor others
• Interest in open source
• Commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency
• All team members expected to incorporate AI into daily workflows

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off (PTO)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• All-remote work arrangement
• AI as a core productivity multiplier in daily workflows
• Equal opportunity workplace and affirmative action employer
• Reasonable accommodation during the recruiting process