An overview of this role

As the Regional Director, Commercial Sales - LATAM, you'll lead a team of Commercial Account Executives to grow adoption of GitLab's artificial intelligence (AI)-powered DevSecOps platform, which brings together software development, security, and operations. You'll own software sales, bookings, and revenue across the region, helping new and existing customers increase developer productivity, improve operational efficiency, and reduce security and compliance risk.

You’ll also build a foundational operational discipline, including a defined sales cadence, a common methodology (MEDDPICC and Command of the Message) applied consistently across the team, and a partner strategy that multiplies regional coverage.

Reporting to the Area Vice President, LATAM, you'll hire and develop your team, set territory and industry strategies, and align regional sales plans with GitLab's growth goals. In your first year, you'll focus on building a strong team culture, deepening customer relationships across LATAM, and consistently meeting or exceeding performance objectives.

What you'll do

• Lead, coach, and develop Commercial Account Executives serving the LATAM market to deliver software sales, bookings, and revenue results.
• Build territory and industry plans based on market dynamics, customer needs, and competitive trends, and turn those plans into growth opportunities.
• Establish that operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy.
• Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with GitLab's revenue goals.
• Establish, track, and report on team performance metrics, and address gaps through coaching and changes to regional plans.
• Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution.
• Recruit, hire, and onboard sales talent, and maintain a pipeline of potential future hires in the region.
• Build an inclusive, positive team culture through regular coaching, clear expectations, and ongoing development.
• Enable your team on GitLab's product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to LATAM markets.

What you'll bring

• Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment. We welcome transferable leadership and regional sales experience from adjacent software markets.
• Success leading and developing account-focused sales teams, including hiring, coaching, and performance management.
• A track record of meeting or exceeding revenue, pipeline, and other sales performance objectives.
• Experience building and executing go-to-market strategies for LATAM, with a willingness to lead your team and participate directly in selling.
• Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics, and use those insights to improve regional plans.
• Practical experience using customer relationship management (CRM) and sales and marketing tools, such as Salesforce, Clari, or Marketo, to manage forecasts, territories, and pipeline.
• Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others.
• Interest in open source and a commitment to GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.

About the team

You'll join our Sales organization in the Commercial LATAM region. As an all-remote team, we collaborate across time zones using asynchronous workflows. We drive new and expansion revenue and partner with Renewals, Marketing, and Sales Operations to serve customers across LATAM.