An overview of this role

As the Director of Regional Sales for ASEAN and Korea, you'll own the strategy and execution to grow GitLab's presence across Indonesia, Thailand, Vietnam, Singapore, Philippines, Malaysia, and Korea. You'll build and manage an Account Executive team, establish clear, 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 ASEAN and Korea, support new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while supporting regional business priorities.

What you’ll do

• Oversee the growth of GitLab's business in ASEAN and Korea by building the regional sales plan, maintaining pipeline visibility, and guiding day-to-day execution in support of regional business plans.
• Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, field-focused sales practices.
• Support new logo acquisition across a broad base of medium-sized businesses in ASEAN and Korea while shaping and executing a long-term strategy for larger, more complex, multi-stakeholder accounts, including guiding deal strategy and contract negotiations for high-value opportunities.
• Build GitLab's reputation in the ASEAN and Korea markets 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 and repeatability while supporting agility.
• Work with regional sales managers and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, exchange 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.
• Review pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on priority activities, and represent the ASEAN and Korea business internally with clear insights on market trends and customer needs.

What you’ll bring

• Experience building and managing 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, territory coverage, and structured deal execution.
• Ability to coach teams through a clear sales process, assist with complex deal strategy, and maintain consistency in regional 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 using organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.
• Demonstrated strength in consultative, value-based selling and in developing established relationships with senior customer stakeholders to assist with new business and expansion.
• Comfort working in a dynamic, all-remote environment, using sound judgment, initiative, and Salesforce.com or similar CRM and marketing tools to stay organized and effective.
• Ability to work effectively across account management, customer success, marketing, product, engineering, and operations to align execution and enable customer growth.

About the team

We are the regional sales team for ASEAN and Korea at GitLab, and our focus is on growing the business by building strong customer relationships, developing the field organisation, and partnering across GitLab to deliver a consistent experience for our customers.

Strategic Account Executive - Digital Natives

As a Strategic Account Executive for our Digital Natives segment, you'll drive GitLab's growth by helping leading digital native organisations across India adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on large, complex enterprise accounts, guiding customers through modernisation and DevSecOps transformations while driving pipeline generation that translates into measurable Net ARR and long-term expansion. In this role, you'll use your understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation, to connect customer stakeholders with GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle. In your first year, you'll be expected to build a strong digital natives portfolio across your territory, create repeatable sales motions aligned to how modern product and engineering organisations buy and adopt platforms, and consistently forecast and report on deal progress and account health.

Some examples of our projects

• Building and growing a territory plan focused on large, high-growth digital native organisations, from new logo prospecting through long-term account expansion on GitLab's AI-powered DevSecOps platform
• Leading complex, multi-stakeholder sales cycles and partnering with Solutions Architects, Sales Development, Customer Success, and channel partners to position GitLab as a trusted platform for modern software delivery, security, and compliance needs

What you'll do

• Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across your territory, focusing on organisations building modern software products at scale
• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts
• Provide hands-on account leadership and direction throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform
• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion within Digital Native organisations
• Develop and maintain detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders
• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience
• Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams
• Act as the voice of the customer by contributing product ideas to our public issue tracker, preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and clearly communicate long-term value and outcomes

What you'll bring

• Deep experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions that support the software development lifecycle
• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across your territory
• Strong understanding of modern software delivery, including continuous integration and continuous delivery (CI/CD), secure development practices, and cloud and infrastructure modernization, with the ability to connect platform capabilities to customer outcomes
• Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams
• Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management
• Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations and coordinating internal resources to move opportunities forward
• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team
• Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions