SMB Regional Manager – Growth, AMER

<div class="content-intro"><p>GitLab is an open-core software company that develops the most comprehensive <a href="https://about.gitlab.com/solutions/devops-platform">AI-powered DevSecOps Platform</a>, used by more than 100,000 organizations. Our <a href="https://about.gitlab.com/company/mission">mission</a> 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 <a href="https://about.gitlab.com/gitlab-duo/">Duo Enterprise</a> and <a href="https://about.gitlab.com/blog/gitlab-duo-agent-platform-what-is-next-for-intelligent-devsecops/">Duo Agent Platform</a>, customers get AI benefits at every stage of the SDLC. </p> <p>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 <a href="https://handbook.gitlab.com/handbook/values/">values</a> and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software.</p></div><p><strong>An overview of this role</strong></p> <p>As the Regional Manager SMB Growth, you'll lead our SMB Growth Account Executives in a critical role focused on growing GitLab'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, DevSecOps, 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 GitLab's long-term success in the SMB segment.</p> <p><strong>What you'll do</strong></p> <ul> <li>Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding  growth nARR targets.</li> <li>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.</li> <li>Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes.</li> <li>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 ... (truncated, view full listing at source)