Regional Sales Director, Commercial - LATAM

The role

You will lead a team of Commercial Account Executives to grow adoption of GitLab's AI-powered DevSecOps platform. You will own software sales, bookings, and revenue across the LATAM region.

What you will do

• Lead, coach, and develop Commercial Account Executives serving the LATAM market.
• Build territory and industry plans based on market dynamics and customer needs.
• Establish operating rhythm including qualification standards, pipeline hygiene, and forecast accuracy.
• Own accurate sales forecasts, territory management plans, and regional growth strategies.
• Establish, track, and report on team performance metrics.
• Partner with Renewals, Marketing, and Sales Operations to manage pipeline and deal execution.
• Recruit, hire, and onboard sales talent.
• Build an inclusive, positive team culture through coaching and development.
• Enable team on product, pricing, and industry factors relevant to LATAM markets.

Required qualifications

• 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.
• 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 customer relationship management (CRM) and sales and marketing tools, such as Salesforce, Clari, or Marketo.
• Relationship-building, negotiation, and presentation skills.
• Executive-level written and verbal communication.
• Ability to mentor others.
• Interest in open source.
• Commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.

Nice to have

• transferable leadership and regional sales experience from adjacent software markets

Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

About the company

GitLab is the intelligent orchestration platform for DevSecOps. It enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation.