Director Regional Sales, France

About the Role

The role entails building and maintaining executive-level relationships with key accounts, identifying expansion and renewal opportunities, and analyzing pipeline, forecast, and performance data to inform regional plans. You will also be responsible for establishing clear operating rhythms, sales processes, and methodologies to create structure, accountability, and repeatability without sacrificing agility.

As a leader in the sales team, you will be expected to model consistent, high-activity, field-focused sales behavior and drive new logo acquisition across a broad base of medium-sized businesses in France. You will also shape and execute a long-term strategy for larger, more complex accounts and partner with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.

What You Will Do

• Lead the growth of GitLab's business in the France region by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.
• Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.
• Drive new logo acquisition across a broad base of medium-sized businesses in France while shaping and executing a long-term strategy for larger, more complex accounts.
• Build GitLab's reputation in the French market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.
• Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility.
• Collaborate with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.
• Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.
• Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest impact activities.

What We Are Looking For

• 5+ years of experience in sales leadership, preferably in the tech industry, with a proven track record of driving revenue growth and leading high-performing sales teams.
• Strong understanding of the French market and a network of contacts in the industry.
• Experience with Salesforce and Adjust, or similar sales tools and technologies.
• Excellent communication, coaching, and leadership skills, with the ability to motivate and develop a team of Account Executives.
• Strong analytical and problem-solving skills, with the ability to analyze data and inform sales strategies.
• Experience in driving new logo acquisition and expanding existing accounts.
• Strong business acumen and understanding of the sales process, with the ability to develop and execute a regional sales plan.

Nice to Have

• Experience in DevSecOps or a related field, with a strong understanding of the industry trends and landscape.
• Fluency in French and English, with the ability to communicate effectively with customers and stakeholders.
• Experience with AI-powered sales tools and technologies, with the ability to incorporate AI into daily workflows.
• Strong network of contacts in the French tech industry, with the ability to generate qualified pipeline and deepen market awareness.

Benefits and Perks

• Competitive salary and equity package, with a comprehensive benefits plan.
• Opportunity to work with a fast-growing company and a leader in the DevSecOps industry.
• Remote work options, with a stipend for home office setup and equipment.
• Generous PTO and vacation policy, with a focus on work-life balance.
• Professional development opportunities, with training and certification programs.
• Access to the latest sales tools and technologies, with ongoing support and training.

• Develop a deep understanding of the French market and the DevSecOps industry, with a focus on key trends and landscape.
• Showcase your experience with Salesforce and Adjust, or similar sales tools and technologies, and highlight your ability to analyze data and inform sales strategies.
• Prepare to discuss your approach to driving new logo acquisition and expanding existing accounts, with a focus on executive-level relationships and strategic partnerships.
• Demonstrate your leadership skills and experience in managing and coaching high-performing sales teams.
• Be prepared to discuss your experience with AI-powered sales tools and technologies, and how you incorporate AI into your daily workflows.
• Research GitLab's values and mission, and be prepared to discuss how your skills and experience align with the company's goals and objectives.