SMB Regional Manager, Growth

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.