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An overview of this role
As the Regional Director, Sales for Brazil, you’ll lead a high-performing team of Strategic Account sales professionals to grow adoption of GitLab’s AI-powered DevSecOps platform across a key region in LATAM. You’ll be responsible for managing software sales, bookings, and revenue, while building strong relationships with new and existing customers who rely on GitLab to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the AVP, LATAM, you’ll hire and develop top talent, set clear territory and industry strategies, and ensure your team’s sales plans align with GitLab’s overall growth goals in this market. In your first year, you’ll focus on building a strong team culture, deepening our presence with Brazil clients, and consistently meeting or exceeding performance objectives in a fast-paced, open source software and SaaS environment.
What you’ll do
- Lead, coach, and motivate a team of Strategic Account Leaders focused on the Brazil market to deliver software sales, bookings, and revenue results
- Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities
- Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab’s overall revenue goals
- Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes
- Collaborate closely with Renewals, Marketing, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution
- Recruit, hire, and onboard top sales talent while building and maintaining a strong pipeline of potential future hires in the region
- Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development
- Educate and enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to Brazil markets
What you’ll bring
- Progressive experience in field sales and sales operations in an open source software, DevOps, or similar software-as-a-service environment
- Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience building and executing go-to-market strategies for the Brazil market, with a willingness to both lead and participate directly in selling activities
- Commercial and analytical skills to interpret sales performance data and adjust regional plans in ways that drive sustainable, long-term growth
- Practical experience working with CRM and sales/marketing tools (for example Salesforce, Clari, Marketo) to manage forecasts, territories, and pipeline
- Ability to analyze market trends, customer needs, and competitive dynamics to inform territory planning and team enablement
- Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others
- Alignment with GitLab’s values and interest in open source, with openness to candidates who bring transferable leadership and regional sales experience from adjacent software markets
About the team
You’ll join our LATAM Sales organization, leading the Brazil region as part of a broader, all-remote team that collaborates across time zones using GitLab’s asynchronous workflows. This team is responsible for driving new and expansion revenue, partnering closely with Renewals, Marketing, and Sales Operations to serve customers across Brazil markets and to grow adoption of GitLab’s AI-powered DevSecOps platform. You’ll manage a group of Strategic Account Leaders, build a strong pipeline of future talent, and help shape our regional go-to-market strategy in a fast-evolving market. For more on how this team works, see our Sales Team Handbook.
How GitLab Supports Full-Time Employees
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
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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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.