Territory Sales Manager

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 a strategic Territory Sales Manager for Japan, you will own and grow your Digital Native and Retail territory with GitLab’s enterprise relationships in the Japan market. You’ll help Enterprise organizations realize the full value of GitLab’s AI-powered DevSecOps platform by leading the entire sales cycle, from prospecting and qualification through rollout and long-term adoption. Reporting to an Area Sales Manager or Regional Director, you’ll use a consultative approach to understand complex customer needs, guide them through evaluation, and coordinate pre- and post-sales resources to ensure successful deployments and visible business outcomes. You’ll work under minimal supervision on complex deals, act as the voice of the customer into GitLab, and partner closely with our strategic channel partners to generate qualified opportunities and develop new customers. In your first year, you’ll be expected to establish and execute clear account plans for enterprise prospects and customers in the Japan market, build strong internal and external stakeholder relationships, and consistently manage your forecast and pipeline with transparency and discipline. What you’ll do - Support GitLab’s strategic prospects and customers in your territory in Japan Market, with a focus in the Digital Natives and Retail industry, owning the full sales cycle for enterprise accounts - Lead account strategy by developing and executing account plans aligned to each customer’s business needs and long-term goals - Conduct prospecting and opportunity development activities in named large and strategic accounts, including working closely with strategic channel partners to generate qualified leads and new customers - Coordinate pre- and post-sales engagement with solutions architects, customer success, and support teams to ensure successful rollout, adoption, and expansion of GitLab products - Provide clear account leadership, including regular activity, pipeline, and forecast reporting to sales management - Analyze wins and losses, contribute to root cause analysis, and share lessons learned with account managers, marketing, and technical teams to improve future outcomes - Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal channels - Use a consultative sales approach to uncover business issues, shape solution recommendations, and deliver compelling proposals, quotes, and presentations that address customer requirements What you’ll bring - Experience managing complex sales cycles with large, strategic enterprise customers, selling into the Digital Natives and retail segment - Proven ability to prospect, qualify, and develop new opportunities while also growing existing accounts through strong account management - Skill in leading pre- and post-sales activities, coordinating with technical, support, and channel partners to drive adoption and expansion - Proficiency in consultative selling, including uncovering business needs, building account plans, and delivering proposals and presentations that align GitLab solutions to customer outcomes - Ability to prepare and maintain accurate activity, pipeline, and forecast reports, and to contribute to win/loss and root cause analysis - Effective communication and collaboration skills to share customer feedback and lessons learned with sales management, product, marketing, and technical teams - Familiarity with software development concepts and tools, with preferred exposure to Git, software development tools, or applicatio