SMB Regional Manager

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As the Regional Manager SMB Growth, you'll lead our SMB Growth Account Executives in a critical role focused on growing Git Lab's SMB install-base and driving continued revenue and long‑term growth. Your team operates with a territory‑driven selling motion focused on driving adoption, understanding customer business pains and objectives, and finding opportunities for expansion within a defined book of business. You'll build the blueprint and culture for how this team drives customer adoption and growth, acting as a hands‑on coach by joining calls, co‑selling, and providing direct coaching.

You'll focus on developing a strong, collaborative team, partnering closely with Renewals Management and other sales motions, and drawing on your experience with open source software, Dev Sec Ops , and the broader industry to shape how SMB sellers progress their careers toward mid‑market roles while delivering strong, sustainable results. You'll bring a track record of leading growth‑focused sales teams and supporting their development—this role offers the opportunity to meaningfully contribute to Git Lab's long‑term success in the SMB segment.

• Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets.
• Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team.
• Build a collaborative, growth‑focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes.
• Partner closely with Renewals Management, Sales Development, and other go‑to‑market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle.
• Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage.
• Hire, onboard, and ramp new team members while providing ongoing enablement on Git Lab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles.
• Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business.
• Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.

• Demonstrated ability to lead quota‑carrying sales teams, ideally SMB Account Executives, and to coach others across the full deal cycle…