SMB Regional Manager

Overview

Git Lab is an open-core software company that develops an AI-powered Dev Sec Ops  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. 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. Git Lab 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.

• 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 (from qualification and pipeline generation through deal progression and closing) within a defined book of business and territory coverage.
• Familiarity with modern software development and Dev Ops/Dev Sec Ops  practices (for example SCM, CI/CD, and Agile planning) and the ability to quickly ramp up as a hands-on user of Git Lab s platform.
• Ability to act as a hands-on "player-coach," co-selling on customer calls, providing direct feedback on objection handling and multithreading, and building a supportive culture that uses clear expectations, coaching, and shared accountability for outcomes to continually improve team performance.
• Comfort working closely with sales operations and CRM workflows to understand and improve rep productivity, pipeline quality, and forecasting accuracy.
• Track record of taking ownership of complex initiatives, managing projects end-to-end, and using analytical thinking to identify opportunities, gather requirements, prioritize across teams, drive projects independently, and turn data into insights that move complex cross-functional work forward.
• Executive-level communication and presentation skills; ability to articulate strategy clearly, mentor others effectively, and serve as a Git Lab expertise resource to your team.
• Willingness and ability to travel as needed, in compliance with company travel policy.

If your experience looks a little different from what we ve outlined here, for example coming from account management, sales development, mid-market sales leadership or other diverse backgrounds, but you believe your skills align with this role, we encourage you to apply.

The SMB Sales team is a critical part of growing Git Lab s SMB install-base and driving continued revenue and long-term growth. As Regional Manager SMB Growth, you ll hire, develop, and lead a skilled, collaborative team of SMB Growth Account Executives who each own a defined book of business and are responsible for driving customer adoption, understanding business needs and pain points, and capturing expansion opportunities.

We are primarily composed of internal talent who have progressed through roles like Sales Development Representative and Business Development Representative, and we…