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.
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An overview of this role
As the Regional Director, Financial Services Growth, you'll build and lead a new team of Account Executives (both new hires and existing) focused on landing and expanding GitLab's AI-powered DevSecOps platform within the largest banks, capital markets firms, and insurers in the New York area, helping financial institutions plan, build, secure, and ship software faster across the entire software development lifecycle. You'll be responsible for new-logo pipeline, bookings, and revenue, while building strong relationships with prospective and existing customers who rely on GitLab to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the AVP, Financial Services, you'll hire and develop top talent, help define territory and go-to-market strategy for a new growth region, and ensure your team's plans align with GitLab's overall growth goals.
What you'll do
- Recruit, hire, and onboard top sales talent to build a team focused on US Financial Services, while investing time weekly to build and maintain a strong pipeline of potential future hires
- Lead, coach, and motivate your team to deliver new business, 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
- Build and execute a go-to-market motion with Solutions Architects, partners, and Marketing to open new institutions and new lines of business within large enterprises
- Develop and own accurate sales forecasts, account 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 Marketing, Sales Operations, Deal Desk, and other cross-functional partners to manage pipeline health and deal execution
- 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 financial services (such as SOX, PCI DSS, FFIEC, DORA, and third-party risk and model governance requirements)
What you'll bring
- 5-10+ years of front-line enterprise sales leadership in an open source software, DevOps, or similar software-as-a-service environment, with a track record of large new-logo wins
- Demonstrated success building and developing account-focused sales teams, including hiring, coaching, and performance management
- Experience selling to large, complex enterprises, ideally financial institutions, with a willingness to "roll up your sleeves" and participate directly in selling activities
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience building and executing go-to-market strategies for regulated industries, ideally Financial Services, including familiarity with vendor risk, security review, and procurement processes
- Strong operational rigor and experience running the business
- Experience working with Cloud and GSI partners to drive business
- Ability to exercise effective judgment, sensitivity, and creativity as needs change, and to thrive in a fast-paced, build-from-scratch environment
- 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 a genuine passion for open source, with openness to candidates who bring transferable leadership experience from adjacent software markets
- Experience in, or a strong appetite for, working in a remote, asynchronous company
- Based in or near the New York area, with the ability to travel to customer sites and comply with the company's travel policy
About the team
You'll join our AMER Enterprise Sales organization, leading a new growth region within the US Financial Services vertical as part of a broader, all-remote team that collaborates across time zones using GitLab's asynchronous workflows. This team is responsible for driving new and expansion revenue, partnering closely with Solutions Architects, Marketing, Partners, and Sales Operations to serve financial services customers and grow adoption of GitLab's AI-powered DevSecOps platform. You'll build a team of Account Executives, build a pipeline of future talent, and help shape our go-to-market strategy in a fast-evolving, highly regulated market. For more on how this team works, see our Sales Team Handbook.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range$148,000—$248,400 USDHow GitLab Supports Full-Time Employees- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
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.