SMB Regional Manager, Growth

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. Thanks to products like

Duo Enterprise

and

Duo Agent Platform

, customers get AI benefits at every stage of the SDLC.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our

Values

and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

Co-create the future with us

as we build technology that transforms how the world develops software.

An overview of this role

As the Regional Manager SMB Growth, you'll lead our SMB Growth Account Executives in a critical role focused on growing GitLab's SMB install-base and driving continued revenue and long-term growth. Your team operates with a territory-driven selling motion focused on driving adoption, understanding customer business pains and objectives, and finding opportunities for expansion within a defined book of business. You'll build the blueprint and culture for how this team drives customer adoption and growth, acting as a hands-on coach by joining calls, co-selling, and providing direct coaching. You'll focus on developing a strong, collaborative team, partnering closely with Renewals Management and other sales motions, and drawing on your experience with open source software, DevSecOps, and the broader industry to shape how SMB sellers progress their careers toward mid-market roles while delivering strong, sustainable results. You'll bring a track record of leading growth-focused sales teams and supporting their development—this role offers the opportunity to meaningfully contribute to GitLab's long-term success in the SMB segment.

What You'll Do

Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding  growth nARR targets.

Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team.

Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes.

Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle.

Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage.

Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles.

Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business.

Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.

What You'll Bring

Demonstrated ability to lead quota-carrying sales teams, ideally SMB Account Executives, and to coach others across the full deal cycle (from qualification and pipeline generation through deal progression and closing) within a defined book of business and territory coverage.

Familiarity with modern software development and DevOps/DevSecOps practices (for example SCM, CI/CD, and Agile planning) and the ability to quickly ramp up as a hands-on user of GitLab's platform.

Ability to act as a hands-on "player-coach," co-selling on customer calls, providing direct feedback on objection handling and multithreading, and building a supportive culture that uses clear expectations, coaching, and shared accountability for outcomes to continually improve team performance.

Comfort working closely with sales operations and CRM workflows to understand and improve rep productivity, pipeline quality, and forecasting accuracy.

Track record of taking ownership of complex initiatives, managing projects end-to-end, and using analytical thinking to identify opportunities, gather requirements, prioritize across teams, drive projects independently, and turn data into insights that move complex cross-functional work forward.

Executive-level communication and presentation skills; ability to articulate strategy clearly, mentor others effectively, and serve as a GitLab expertise resource to your team.

Willingness and ability to travel as needed, in compliance with company travel policy.

If your experience looks a little different from what we've outlined here, for example coming from account management, sales development, mid-market sales leadership or other diverse backgrounds, but you believe your skills align with this role, we encourage you to apply.

About The Team

The SMB Sales team is a critical part of growing GitLab's SMB install-base and driving continued revenue and long-term growth. As Regional Manager SMB Growth, you'll hire, develop, and lead a skilled, collaborative team of SMB Growth Account Executives who each own a defined book of business and are responsible for driving customer adoption, understanding business needs and pain points, and capturing expansion opportunities. We are primarily composed of internal talent who have progressed through roles like Sales Development Representative and Business Development Representative, and we collaborate asynchronously across US and Canada time zones. This is an exciting opportunity to influence GitLab's long-term success in the SMB segment. We're looking for a sales leader with a strong track record in growth sales who actively follows developments in open source software and DevSecOps and uses that knowledge to help customers and the team achieve their goals.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our

Benefits

and

equity

. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$106,080

—

$163,800 USD

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

.