Regional Sales Director, Brazil

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 Regional Director, Sales for Brazil, you’ll lead a high-performing team of Strategic Account sales professionals to grow adoption of GitLab’s AI-powered DevSecOps platform across a key region in LATAM. You’ll be responsible for managing software sales, bookings, and revenue, while building strong relationships with new and existing customers who rely on GitLab to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the AVP, LATAM, you’ll hire and develop top talent, set clear territory and industry strategies, and ensure your team’s sales plans align with GitLab’s overall growth goals in this market. In your first year, you’ll focus on building a strong team culture, deepening our presence with Brazil clients, and consistently meeting or exceeding performance objectives in a fast-paced, open source software and SaaS environment. What you’ll do - Lead, coach, and motivate a team of Strategic Account Leaders focused on the Brazil market to deliver software sales, bookings, and revenue results - Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities - Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab’s overall revenue goals - Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes - Collaborate closely with Renewals, Marketing, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution - Recruit, hire, and onboard top sales talent while building and maintaining a strong pipeline of potential future hires in the region - Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development - Educate and enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to Brazil markets What you’ll bring - Progressive experience in field sales and sales operations in an open source software, DevOps, or similar software-as-a-service environment - Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management - Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.) - Experience building and executing go-to-market strategies for the Brazil market, with a willingness to both lead and participate directly in selling activities - Commercial and analytical skills to interpret sales performance data and adjust regional plans in ways that drive sustainable, long-term growth - Practical experience working with CRM and sales/marketing tools (for example Salesforce, Clari, Marketo) to manage forecasts, territories, and pipeline - Ability to analyze market trends, customer needs, and competitive dynamics to inform territory planning and team enablement - Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others - Alignment with GitLab’s values and interest in open source, with openness to candidates who bring transferable leadership and regional sales experience from adjacent software markets About the team You’ll join our LATAM Sales organization, leading the Brazil region as part of a broader, all-remote team that collaborates across time zones using GitLab

Progressive experience in field sales and sales operations in an open source software, DevOps, or similar software-as-a-service environment; Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management; Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.); Experience building and executing go-to-market strategies for the Brazil market, with a willingness to both lead and participate directly in selling activities; Commercial and analytical skills to interpret sales performance data and adjust regional plans in ways that drive sustainable, long-term growth; Practical experience working with CRM and sales/marketing tools (for example Salesforce, Clari, Marketo) to manage forecasts, territories, and pipeline; Ability to analyze market trends, customer needs, and competitive dynamics to inform territory planning and team enablement; Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others.

Lead, coach, and motivate a team of Strategic Account Leaders focused on the Brazil market to deliver software sales, bookings, and revenue results; Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities; Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab’s overall revenue goals; Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes; Collaborate closely with Renewals, Marketing, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution; Recruit, hire, and onboard top sales talent while building and maintaining a strong pipeline of potential future hires in the region; Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development; Educate and enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to Brazil markets.