Director, Regional Sales

Director, Regional Sales - New Business Japan GitLab is an open‑core software company that develops the most comprehensive AI‑powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co‑create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what’s possible in software development. An overview of this role As the Director, Regional Sales – New Business, you’ll build and lead a dedicated function focused on driving new logo growth across Japan. You’ll report to the Director of APJ for New Business and will hire, develop, and coach a high‑performing team of Account Executives to win first‑order deals across more than 24,000 in‑ICP accounts, from whitespace to existing installs, with an average deal size up to 25,000. You’ll define and execute a scalable sales strategy for a fast‑moving, high‑volume territory. You’ll use tools such as Salesforce, Clari, Gong, and Outreach to build predictable pipeline, shorten deal cycles to 6 months or less, and consistently meet or exceed new business goals. What you’ll do Lead a distributed team of Account Executives across Japan focused on winning new logos and driving first‑order revenue. Develop and execute a scalable new business sales strategy for Japan, covering both installed base and whitespace accounts within our ideal customer profile. Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles. Collaborate closely with marketing, sales operations, and enablement to design and optimize motions, campaigns, and processes that support new business growth. Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast accurately, and coach your team based on data‑driven insights. Hire, onboard, and develop a high‑performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure. Partner with regional and global sales leadership to help define, refine, and scale this sales function, sharing learnings and best practices across teams. Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive‑level stakeholders in Japan, reinforcing our value proposition and long‑term partnerships. What you’ll bring Proven success leading high‑performing field sales teams within open source, DevOps, or SaaS environments, with a focus on new logo acquisition and net new revenue. Experience building, coaching, and developing Account Executives to consistently create pipeline, progress opportunities, and close new business across Japan. Demonstrated ability to design and execute scalable sales strategies for a large, mixed account base (installed customers and whitespace) across the Japanese market. Proficiency using CRM and sales enablement tools such as Salesforce, Clari, Gong, or Outreach to forecast accurately, manage pipelines, and drive operational discipline. Strong relationship‑building, negotiation, and deal‑structuring skills, including experience engaging and presenting to executive‑level stakeholders. Background managing distributed teams in Japan, with an understanding of local business culture and go‑to‑market dynamics. Ability to exercise sound judgment and adapt quickly in a fast‑paced, evolving environment, balancing strategic planning with hands‑on deal support. Openness to candidates with diverse, transferable leadership and sales experience who can demonstrate success driving new business in complex B2B environments. About The Team The Regional Sales New Business team at GitLab focuses on acquiring new logos and accelerating first‑order revenue across Japan. We work closely with the Director of APJ for New Business and other sales, marketing, and operations partners. As an all‑remote, distributed team based across Japan, we collaborate asynchronously. We prioritize the highest‑potential accounts within a large ideal customer profile, build scalable processes, and refine a repeatable new business motion. As a growing function, we are focused on defining our operating model, hiring and developing Account Executives, and establishing the structure, tools, and best practices needed to build and scale a high‑performing new business engine for GitLab in Japan. GitLabは、10万以上の組織が利用する最も包括的なAI搭載DevSecOpsプラットフォームを開発する、オープンコアソフトウェア企業です。私たちのミッションは、誰もがソフトウェア開発に参加し、共に創り上げられる世界を実現することです。利用者が創り手になることで、テクノロジーの進化は加速します。私たちのプラットフォームは、チームと組織の壁を取り払い、ソフトウェア開発の可能性を広げます。Duo EnterpriseやDuo Agent Platformといった製品により、開発ライフサイクル全体でAIの力を活用できます。 このポジションについて Regional Sales Director - 新規顧客担当, Japanは、日本国内の新規顧客獲得の推進に専念する新しい部門を立ち上げ、率いるロールです。APJ新規顧客部門のDirectorにレポートし、初回受注契約を勝ち取るためのハイパフォーマンスなAccount Executiveチームの採用、育成、そしてコーチングを行います。あなたのチームのミッションは、24,000社を超えるICP（理想的顧客プロファイル）該当企業に対して初回受注を獲得することです。 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. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process. #J-18808-Ljbffr