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Sales Management

Area Sales Manager

The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the Regional Sales Director, you will be responsible for hiring, developing and leading a high-performing team of Strategic Account Leaders to meet and exceed sales goals. The right candidate is truly passionate about open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.

Levels

Area Sales Manager (Intermediate)

The Area Sales Manager (Intermediate) reports to the Regional Sales Director.

Area Sales Manager (Intermediate) Job Grade

The Area Sales Manager (Intermediate) is a grade 9.

Area Sales Manager (Intermediate) Responsibilities

  • Drives, manages and executes the business and revenue of a sales team
  • Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
  • Prepares forecasts, territory/industry management, and growth plans
  • Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
  • Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
  • Ensures that the sales plan is aligned with and supports the corporate revenue goal
  • Recruits and hires top talent onto your team
  • Invests time weekly to build and engage a pipeline of top talent for potential future hires
  • Manages a team of 5-10 Strategic Account Leaders; fosters a successful and positive team environment

Area Sales Manager (Intermediate) Requirements

  • Demonstrated progressive experience in field sales, operations and leadership in open source software or software DevOps environment
  • Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell
  • Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
  • Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
  • Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
  • Strong relationship building and negotiation skills
  • Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
  • Ability to travel as needed
  • You share our values, and work in accordance with those values.
  • Leadership at GitLab
  • Ability to use GitLab

Senior Area Sales Manager

The Senior Area Sales Manager reports to the Regional Sales Director.

Senior Area Sales Manager Job Grade

The Senior Area Sales Manager is a grade 9.

Senior Area Sales Manager Responsibilities

  • Develops and executes strategies focused on expanding the client base within the territory
  • Recruits and hires top talent onto team
  • Invests time weekly to build and engage a pipeline of top talent for potential future hires
  • Manages a team of Area Sales Manager(s) and Strategic Account Leaders; fosters a successful and positive team environment
  • Responsible for maintaining and growing accounts within territory and converting new accounts at acceptable margins
  • Accurately forecasts bookings by territory and prioritizes time accordingly
  • Effectively engages Channels, Customer Success, Marketing, and Sales resources during the sales process as necessary
  • Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO’s & Program level leaders for the account set.
  • Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals

Senior Area Sales Manager Requirements

  • Demonstrated progressive sales leadership experience; demonstrated progressive experience in leadership roles.
  • Consistently achieved bookings targets >$10m in IACV.
  • Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
  • Experience repeatably selling multi-million dollar deals to Fortune 500 companies as an individual contributor and as a sales leader
  • Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
  • Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
  • Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
  • Strong relationship building and negotiation skills
  • Strong presentation skills; Executive level communication skills (both written and verbal)
  • Ability to assess and hire Sales talent
  • Experience with coaching and developing Sales reps and managers
  • Ability to travel as needed
  • You share our values, and work in accordance with those values.
  • Leadership at GitLab
  • Ability to use GitLab

Specialties

Federal

Area Sales Manager (Federal/Public Sector) Requirements

  • Extends that of the Area Sales Manager (Intermediate) or Senior Area Sales Manager Responsibilities
  • Works close with Federal/Public Sector teams and clients

Area Sales Manager (Federal/Public Sector) Requirements

  • Extends that of the Area Sales Manager (Intermediate) or Senior Area Sales Manager Requirements
  • Works closely with Director of Public Sector Sales to develop and execute Strategic Account Plans for key Federal agencies.
  • Develops and maintain an executive relationship w/ the FSI leaders who align to the programs inside the client space.
  • Demonstrated progressive experience in sales management, selling software or hardware through a two tiered channel eco system including distribution, corporate resellers, and value added resellers (VARS) into Federal government
  • Demonstrated progressive experience selling software or hardware through a two tiered channel eco system including distribution, corporate resellers, and value added resellers (VARS) into Federal government
  • Must be a high performing sales manager with a proven track record of consistently exceeding established measurements for goals and objectives into Fed
  • Must have expertise around GSA, Federal procurement and the various buying vehicles to enable growth in software sales via our distribution partners
  • Knowledge of open source enterprise software and/or version control is highly desirable
  • Exceptional knowledge of Federal infrastructure and agencies
  • A security clearance is a plus

First order

Area Sales Manager (First Order) Responsibilities

  • Extends that of the Area Sales Manager (Intermediate) or Senior Area Sales Manager Responsibilities
  • Works closely with the VP, Commercial to develop and operationalize strategies for new customer acquisition
  • Experience creating customer demand by analyzing customer needs and creating a compelling case to buy GitLab’s products
  • Focuses on selling into new customer accounts within the Mid Market segment which have between 500 and 1999 employees globally
  • Consistently documents learnings from each customer interaction to iterate on strategy to win new customers who have not used GitLab before

Area Sales Manager (First Order) Requirements

  • Extends that of the Area Sales Manager (Intermediate) or Senior Area Sales Manager Requirements
  • Proven track record of selling and coaching account executives to sell into new customer accounts
  • Demonstrated success of developing solution selling strategies in collaboration with their account executives

Performance Indicators

Sales KPIs

Career Ladder

The Area Sales Manager would move to the Regional Sales Director Job Family.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

  • Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
  • Next, candidates will be invited to schedule a first interview with the Hiring Manager
  • Next, candidates will be invited to interview with 2-5 Team Members
  • Final Interview will be with a Sales leader

Additional details about our process can be found on our hiring page.

Compensation

Compensation information for this role can be found on our Sales Commissions handbook page. On this page, we have an overview of the standard OTE base and variable split for each Sales job family. Also listed on the page, is our quota ramp information by segment as well as our seasonality assumptions. New salespeople who join after the fiscal year may be eligible for a super commission rate which pays out at a higher rate until the ramped quota is met - watch the video on the page to learn more!
Sales compensation plans are governed by the Sales Compensation Plan terms and conditions. Some differences may apply. For any specific compensation questions, please contact your manager (current manager or hiring manager).

Compensation Calculator

To find out more about the compensation for this role, please apply to a role first. Once selected for a screening call, you'll be able to sign up here to view our compensation calculator. Be sure to use the same email address for both.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

  1. Mission: Everyone can contribute
  2. Results: Fast growth, ambitious vision
  3. Flexible Work Hours so you are there for other people and free to plan
  4. Transparency: over 2,000 webpages in GitLab handbook, GitLab Unfiltered
  5. Iteration: empower people to be effective, Merge Request rate, everyone using the product, DRI, have an impact
  6. Diversity, Inclusion & Belonging: high percentage of women, Team Member Resource Groups, other initiatives
  7. Collaboration: kindness, saying thanks, intentionally organize informal communication, no ego
  8. Compensation: pay at or above the 50th percentile, stock options, office equipment
  9. Work/Life Harmony: don't compete on hours worked, flexible workday, Friends and Family days
  10. Remote Done Right: all remote, prolific inventor of best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

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