GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
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.
*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
An overview of this role
As the Senior Director, Global SMB Sales, you will lead GitLab's worldwide strategy and execution for the small and medium-sized business segment (SMB). This is a senior leadership role with broad ownership across revenue, go-to-market design, team leadership, and operating rhythm for our global, distributed sales organization. You will guide a high-velocity, data-driven, and customer-focused sales motion that helps SMB customers adopt and expand their use of GitLab's AI-powered DevSecOps platform.
In this role, you'll partner closely with Commercial Sales leadership, Marketing, Revenue Operations, Customer Success, Product, and Digital/Online Sales to shape scalable programs across the SMB customer lifecycle. Reporting to the VP, High Velocity Sales, you'll help define how we serve SMB customers globally while building the systems, talent, and strategy needed to support durable growth. This is a strong opportunity to influence both business outcomes and the future of our SMB motion at global scale.
What you'll do
- Own the global SMB business, including revenue performance across net new annual recurring revenue, expansion, and retention across routes to market.
- Lead and scale a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions.
- Build and improve a high-velocity SMB sales motion, extending existing playbooks and processes to support efficient, repeatable execution worldwide.
- Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels, aligned to company revenue objectives.
- Partner with Revenue Operations and Finance on key operating levers such as quotas, compensation, lead management, and territory changes.
- Work closely with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless and effective SMB customer journey.
- Establish and inspect core SMB performance metrics, including pipeline coverage, conversion, sales velocity, productivity, and retention, and take corrective action when needed.
- Bring the voice of the SMB customer into strategic decisions by using market insight, customer behavior, and performance data to refine programs, messaging, and execution.
What you'll bring
- Significant experience in B2B software sales, including strong sales leadership experience in SMB or Commercial segments within a software as a service environment.
- Proven success owning large revenue goals and driving growth through global or multi-region sales organizations.
- Experience building and scaling high-velocity sales motions, including inbound, outbound, and digitally supported engagement models.
- Strong ability to lead front-line leaders and managers in a distributed environment, with a track record of coaching teams in consultative and value-based selling.
- Excellent analytical and operational judgment, including comfort using performance data to shape strategy, improve execution, and solve root-cause issues.
- Demonstrated ability to collaborate and influence across senior stakeholders in Sales, Marketing, Product, Customer Success, Revenue Operations, and Finance.
- Familiarity with sales planning and infrastructure topics such as forecasting, quota setting, territory design, coverage models, and customer account health.
- Clear communication skills and enough technical fluency to explain GitLab's value to both business and technical buyers, including concepts related to DevSecOps, continuous integration and continuous delivery, source code management, Agile planning, and artificial intelligence capabilities.
The Global SMB Sales team is responsible for helping small and medium-sized businesses discover, adopt, and grow with GitLab through efficient, scalable, and customer-centered sales motions. This team operates at the intersection of growth strategy, frontline execution, and cross-functional collaboration, working across regions to serve a broad and dynamic customer segment with consistency and speed.
The team is focused on building repeatable programs that support global scale while still reflecting regional market needs and customer behavior. It brings together sales leadership, operational discipline, and customer insight to improve how GitLab reaches SMB buyers and supports them from first engagement through renewal and expansion. Because the organization is globally distributed and works asynchronously, success on this team depends on clear communication, strong documentation, and a shared commitment to GitLab values. For more information, please visit the High Velocity Sales Team Handbook Page.
How GitLab Supports Full-Time Employees
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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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.
