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Director Regional Sales, Italy

Remote, Italy

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.

An overview of this role

As the Director of Regional Sales for Italy, you'll take ownership of building and leading our Italian sales presence almost from the ground up. You'll drive revenue growth, implement disciplined sales processes and technology, and partner across account management, customer success, marketing, product, engineering, and operations to deliver exceptional customer experiences. You'll report to the VP of Sales and balance hands-on field leadership with strategic vision. You'll stay close to key accounts, develop your sales team, and expand our client base. In this role, you'll be passionate about open source software, drive repeatable sales processes, and influence GitLab's growth by establishing disciplined go-to-market strategies, developing sales talent, and executing against ambitious bookings targets in Italy.

What you’ll do

  • Lead the growth of GitLab's business in Italy, taking ownership for building the country plan, pipeline discipline, and day-to-day execution to achieve or exceed quarterly bookings and ARR growth targets.
  • Manage, coach, and develop a small team of Account Executives, staying close to the field, joining customer meetings, and modeling hands-on, high-activity sales behavior.
  • Drive new logo acquisition across a broad base of medium-sized Italian businesses while shaping a long-term strategy to engage larger accounts.
  • Build GitLab’s reputation in the Italian market by partnering with marketing, business development, and local networks to generate pipeline and increase market awareness.
  • Establish clear operating rhythms, sales processes, and methodologies that bring structure, organization, and accountability to the team without losing agility.
  • Collaborate with regional sales leaders and cross-functional partners across account management, customer success, marketing, product, engineering, and operations to align territory coverage, share best practices, and ensure consistent execution across the region.
  • Develop and maintain strong relationships with key accounts at the executive level (CXO and program level), positioning GitLab as a strategic partner and identifying expansion opportunities.
  • Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust plans so the team focuses on the highest-impact activities, and represent the Italian business internally by sharing insights on market trends, customer needs, and resource requirements to inform regional strategy.

What you’ll bring

  • Experience building and leading high-performing sales teams, ideally within Italy, with a focus on coaching and developing talent.
  • Ability to design and execute a country go-to-market plan, including pipeline generation discipline, territory coverage, and disciplined deal execution.
  • Strength in balancing hands-on field work with strategic leadership, staying close to customers while managing day-to-day operations.
  • Familiarity with B2B software or technology sales and open source/DevSecOps concepts, with enthusiasm for learning GitLab’s platform and building long-term market presence.
  • Skills in creating structure, setting clear expectations, and driving organized, data-informed sales processes, including use of MEDDPICC or similar methodologies.
  • Strong relationship-building skills, with the ability to create trust and empathy with both customers and GitLab team members at all levels.
  • Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing automation systems to build trackable, repeatable sales processes.

About the team

You'll join a growing regional sales organization focused on building GitLab's presence and reputation in Italy. As Regional Director, you'll report to the AVP of Southern EMEA and work alongside peers who own other countries. Together you'll share best practices on pipeline generation discipline, structuring go-to-market motions, and developing local talent. Our main opportunity in Italy is significant greenfield growth. The addressable market is comparable to more mature regions, but current annual recurring revenue is much lower. As a result, we are focused on building credibility in the market, establishing reference customers, and laying the groundwork for larger strategic accounts over the coming years.

 

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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.

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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