New

Director, Regional Sales - New Business Japan

Remote

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 

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.

Director, Regional Sales - New Business (Japan)

An overview of this role

As the Director, Regional Sales - New Business, you'll build and lead a dedicated function focused on driving new logo growth across Japan. You'll report to the Director of APJ for New Business and will hire, develop, and coach a high-performing team of Account Executives to win first-order deals across more than 24,000 in-ICP accounts, from whitespace to existing installs, with an average deal size up to 25,000. You'll define and execute a scalable sales strategy for a fast-moving, high-volume territory. You'll use tools like Salesforce, Clari, Gong, and Outreach to build predictable pipeline, shorten deal cycles to 6 months or less, and consistently meet or exceed new business goals. It's a rare opportunity to help shape, operationalize, and scale a sales motion focused on new business in a growing, high-impact market while you collaborate closely with cross-functional partners to bring GitLab's DevSecOps platform to new customers across Japan.

What you'll do

  • Lead a distributed team of Account Executives across Japan focused on winning new logos and driving first-order revenue.
  • Develop and execute a scalable new business sales strategy for Japan, covering both installed base and whitespace accounts within our ideal customer profile.
  • Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles.
  • Collaborate closely with marketing, sales operations, and enablement to design and optimize motions, campaigns, and processes that support new business growth.
  • Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast accurately, and coach your team based on data-driven insights.
  • Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure.
  • Partner with regional and global sales leadership to help define, refine, and scale this sales function, sharing learnings and best practices across teams.
  • Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in Japan, reinforcing our value proposition and long-term partnerships.

What you'll bring

  • Proven success leading high-performing field sales teams within open source, DevOps, or SaaS environments, with a focus on new logo acquisition and net new revenue.
  • Experience building, coaching, and developing Account Executives to consistently create pipeline, progress opportunities, and close new business across Japan.
  • Demonstrated ability to design and execute scalable sales strategies for a large, mixed account base (installed customers and whitespace) across the Japanese market.
  • Proficiency using CRM and sales enablement tools such as Salesforce, Clari, Gong, or Outreach to forecast accurately, manage pipelines, and drive operational discipline.
  • Strong relationship-building, negotiation, and deal-structuring skills, including experience engaging and presenting to executive-level stakeholders.
  • Background managing distributed teams in Japan, with an understanding of local business culture and go-to-market dynamics.
  • Ability to exercise sound judgment and adapt quickly in a fast-paced, evolving environment, balancing strategic planning with hands-on deal support.
  • Openness to candidates with diverse, transferable leadership and sales experience who can demonstrate success driving new business in complex B2B environments.

About the team

The Regional Sales New Business team at GitLab focuses on acquiring new logos and accelerating first-order revenue across Japan. We work closely with the Director of APJ for New Business and other sales, marketing, and operations partners. As an all-remote, distributed team based across Japan, we collaborate asynchronously. We prioritize the highest-potential accounts within a large ideal customer profile, build scalable processes, and refine a repeatable new business motion. As a growing function, we are focused on defining our operating model, hiring and developing Account Executives, and establishing the structure, tools, and best practices needed to build and scale a high-performing new business engine for GitLab in Japan.

 
 
## このポジションについてRegional Sales Director - 新規顧客担当, Japanは、日本国内の新規顧客獲得の推進に専念する新しい部門を立ち上げ、率いるロールです。APJ新規顧客部門のDirectorにレポートし、初回受注契約を勝ち取るためのハイパフォーマンスなAccount Executiveチームの採用、育成、そしてコーチングを行います。あなたのチームのミッションは、24,000社を超えるICP（理想的顧客プロファイル）該当企業に対して初回受注を獲得することです。対象は未開拓市場から既存導入企業まで含み、最大25,000ライセンス規模の案件で初回受注を獲得します。変化が速く、取引量の多い担当セグメントに対して、拡張可能な営業戦略を策定・実行していただきます。Salesforce、Clari、Gong、Outreachなどのツールを使用して、予測可能なパイプラインを構築し、商談サイクルを6ヶ月以下に短縮し、新規事業目標を常に達成または上回る成果を出します。日本国内の新規事業に特化した営業活動を形成・運用・拡大する貴重な機会です。部門横断的な社内協力者と緊密に連携しながら、日本国内の新規顧客にGitLabのDevSecOpsプラットフォームを提供していきます。## 主な業務内容
  • 日本国内のAccount Executiveチームを率い、新規顧客獲得と初回受注による売上拡大に注力する
  • 日本国内における拡張可能な新規事業営業戦略を策定、実行する。対象はICP内の既存導入顧客と未開拓アカウントの両方をカバー
  • 大量のターゲットアカウントにおいて、一貫したパイプライン創出と案件進捗を推進し、予測可能な新規顧客獲得実績と効率的な商談サイクルを重視
  • マーケティング、営業オペレーション、およびイネーブルメント部門と緊密に連携し、新規事業成長を支援する営業活動・キャンペーン・プロセスを設計、最適化
  • Salesforce、Clari、Gong、OutreachなどのCRMおよび営業支援ツールを活用し、パイプラインを検証。正確な予測を行い、データに基づいた洞察でチームをコーチング
  • ハイパフォーマンスな営業チームの採用、オンボーディング、育成を行い、テリトリー計画・商談管理・交渉・取引構造について定期的にコーチング
  • 地域および グローバル営業リーダー陣と協力し、この営業機能の定義、改善、拡大を支援し、チーム間で学びとベストプラクティスを共有
  • 日本のエグゼクティブレベルのステークホルダーに対してGitLabとそのオープンソース・DevSecOps・SaaS製品を代表し、当社の価値提案と長期的パートナーシップを強化
## 求める経験・スキル
  • オープンソース・DevOps・またはSaaS環境におけるハイパフォーマンスなフィールドセールスチームを率いた実績。新規顧客獲得と新規売上に注力した経験
  • Account Executiveの採用、コーチング、育成経験。日本国内で一貫してパイプラインを創出し、商談を発展させ、新規事業を成約させた実績
  • 日本国内の大規模で混在するアカウント基盤（既存導入顧客と未開拓）に対して、拡張可能な営業戦略を設計・実行する実証された能力
  • Salesforce・Clari・Gong・OutreachなどのCRMおよび営業支援ツールを使用した熟練度。正確な予測、パイプライン管理、オペレーション規律の推進
  • 強力な関係構築力・交渉力・取引構造化スキル。エグゼクティブレベルのステークホルダーとの交渉やプレゼンテーション経験を含む
  • 分散型チームの管理経験。地域特有のニュアンスと市場参入戦略への理解変化が速く進化する環境において適切な判断を下し、迅速に適応する能力。戦略的計画と実践的な案件支援のバランスを取る能力
  • 多様で応用可能なリーダーシップおよび営業経験を持つ候補者を歓迎。複雑なB2B環境で新規事業を推進した成功実績を示せること
## チームについてGitLabのRegional Sales新規顧客開拓チームは、新規顧客の獲得と初回受注の拡大を担っています。APJ新規顧客部門のDirectorをはじめ、営業、マーケティング、オペレーション部門の社内協力者と密に連携しながら業務を進めます。各拠点に分散したフルリモート体制で、非同期での協働を実践しています。私たちは、大規模なICPの中から最も可能性の高いアカウントに優先的にアプローチし、効率的に拡張できるプロセスを構築しています。そして、再現可能な新規事業獲得の仕組みを磨き続けています。成長フェーズにある組織として、現在はオペレーティングモデルの定義、優秀なAccount Executiveの採用・育成に力を入れています。同時に、日本全体でGitLabのハイパフォーマンスな新規事業エンジンを構築・拡大するために必要な組織構造・ツール・およびベストプラクティスの整備を進めています。

How GitLab will support you

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.

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