Director Regional Sales - MED

Director Regional Sales - MED GitLab An overview of this role As the Director of Regional Sales for MED, you’ll own the strategy and execution to grow GitLab’s presence across Israel, Turkey, Balkans, and Malta. You’ll build and lead a high-performing Account Executive team, establish disciplined, data-informed sales processes, and stay close to the field by engaging directly with key accounts. Reporting to the VP of Sales, you’ll work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you’ll help shape GitLab’s go-to-market motion in MED, drive new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while executing against ambitious bookings and ARR growth targets. What you’ll do Lead the growth of GitLab’s business in MED by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets. Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior. Drive new logo acquisition across a broad base of medium-sized businesses in MED while shaping and executing a long-term strategy for larger, more complex accounts. Build GitLab’s reputation in the MED market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness. Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility. Collaborate with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution. Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities. Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the MED business internally with clear insights on market trends and customer needs. What you’ll bring Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development. Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution. Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab’s platform. Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies. Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion. 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 tools. Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams. Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct MED market experience differs, in alignment with GitLab’s inclusive hiring approach. About the team You’ll join a regional sales organization focused on growing GitLab’s presence across MED, 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. #LI-BC2