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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 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.
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An overview of this role
As the Area Vice President, LATAM, you'll build and lead a high-performing second-line enterprise sales organization that helps customers adopt GitLab's single DevSecOps platform to power their software delivery. You'll manage a strategic account team focused on enterprise accounts. You'll set and execute the strategy to land new enterprise customers and expand existing accounts in a predictable, purposeful way. Reporting to the Area Vice President, Enterprise Sales - AMER, you'll recruit and develop diverse sales managers and own the sales process and forecasting for the region. You'll also shape how we partner with marketing, channel, alliances, product, and engineering to drive strong annual recurring revenue growth in core markets in your first year and beyond.
What you’ll do
- Lead, coach, and inspire a high-performing team of Regional Sales Directors and Strategic Account Executives focused on Enterprise accounts.
- Develop and execute a clear go-to-market strategy to land new enterprise customers and expand existing relationships, driving predictable year-over-year annual recurring revenue growth.
- Recruit, onboard, and develop a diverse, inclusive, and effective enterprise sales organization, with a focus on building strong managers and team members.
- Maintain and deepen executive-level relationships with key customers, shaping joint visions for long-term adoption of GitLab's DevSecOps platform.
- Manage the overall enterprise sales process, setting and monitoring metrics for pipeline health, forecast accuracy, and funnel management.
- Partner closely with marketing, channel, alliances, product, and engineering peers to align on account plans, campaigns, and customer value delivery.
- Provide detailed, accurate sales forecasts and insights to the Area Vice President, Enterprise Sales and other stakeholders, informing territory planning and investment priorities.
- Plan and operate at both strategic and tactical levels, ensuring operational rigor, effective territory coverage, and consistent execution across the region.
What you’ll bring
- Experience leading and developing strategic enterprise sales teams, including managing managers in complex field sales environments.
- Demonstrated success leading enterprise software sales teams to drive strong, predictable annual recurring revenue growth across large, complex deals.
- Deep experience selling into large enterprise accounts in core markets.
- Track record of partnering closely with channel, marketing, alliances, product, and engineering to align on account strategies and deliver customer value.
- Experience maintaining executive-level customer relationships and creating strategies to land new customers and expand existing accounts.
- Ability to manage forecasting and sales funnel metrics with accuracy, and operate effectively at both strategic and operational levels.
- Demonstrated ability to take ownership, exercise sound judgment, and communicate clearly in a fast-paced, distributed environment.
About the team
The LATAM - Brazil team focuses on adoption and expansion of GitLab's AI-powered DevSecOps platform with our largest and most strategic customers in the region. We are a distributed group of Strategic Account Leaders focused on complex sales cycles and long-term customer success. We work asynchronously across the region, using GitLab to plan, collaborate, and forecast, while focusing on predictable annual recurring revenue growth and purposeful expansion in core markets.
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.
