Director, Regional Sales - New Business APAC
GitLab
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This role can be based in either Singapore, Sydney or Melbourne
The Director, Regional Sales - New Business role is vital in driving new business growth across APAC. Reporting to the Director of APJ for New Business, this newly created role will be responsible for hiring, developing, and leading a high-performing team of Account Executives to meet and exceed new business goals.
This role is focused on our New Business team, driving net new customer acquisition across the APAC region. The right candidate will demonstrate proven success in sales management, with experience leading high-performing teams to acquire Enterprise and Commercial clients. They will bring a strong background selling DevOps, SaaS, or similar technical solutions, passion for open source software, and a consistent track record of exceeding new business targets.
What you'll do
- Drive, manage and execute new business sales, bookings, and revenue for your sales team focused on net new logo acquisition
- Analyse market dynamics to maximise new business opportunities and identify high-potential target accounts
- Prepare accurate forecasts, territory planning, and growth strategies for new business pipeline development
- Coach your team on industry trends, competitive positioning, customer buying processes, and value-based selling
- Establish and report on metrics to measure team performance on new business KPIs; implement coaching plans where necessary
- Ensure that the new business sales plan is aligned with and supports corporate revenue goals
- Recruit and hire top sales talent with proven new business/hunting capabilities
- Lead and develop a high performing a team of Account Executives; fostering a successful, collaborative, and results-driven team environment
- Partner with Marketing, SDR/BDR teams, and Ecosystems to optimise pipeline generation
- Collaborate with global New Business teams to run coordinated plays and leverage resources
- Maintain a strong understanding of the regional market, including cultural nuances, buying behaviors, and key verticals
What you'll bring
- Demonstrated progressive experience in field sales, operations, and leadership in open source software, DevOps, or SaaS environments
- Proven success managing teams selling to Enterprise and Commercial accounts; willingness to "roll up your sleeves" and close deals alongside your team
- Proven success developing and implementing sales plays at scale
- Strong track record of meeting or exceeding new business performance objectives (new logo acquisition, pipeline generation, revenue targets)
- Experience utilising CRM systems and sales enablement tools (such as Salesforce, Clari, Gong, Outreach, etc.)
- Ability to exercise effective judgment, adapt quickly to changing market conditions, and thrive in a fast-paced environment
- Strong relationship-building, negotiation, and deal structuring skills
- Excellent presentation and communication skills (both written and verbal), with ability to engage at executive level and mentor teams
- Experience working in multicultural environments and managing regional teams across APAC
- You share our values and work in accordance with those values
- Leadership at GitLab
- Ability to use GitLab
- Ability to travel as needed across the region and comply with the company's travel policy
How GitLab will support you
- 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
- Home office support
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.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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