About this role.
This is a senior sales leadership role at GitLab, responsible for leading a team of Strategic Account Leaders in the Brazil market. The Regional Sales Director will drive revenue growth, develop territory strategies, build a high-performing team, and collaborate cross-functionally with marketing, renewals, and other departments. The role requires deep experience in open source software or SaaS sales, a proven track record of exceeding targets, and strong coaching and talent development skills. The position is fast-paced and strategic, with a focus on expanding GitLab's presence in Brazil.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am writing to express my strong interest in the Regional Sales Director, Brazil position at GitLab. With over a decade of experience leading high-performing sales teams in the DevSecOps and SaaS space, I have a proven track record of driving revenue growth, building strategic account plans, and developing top talent. I am particularly drawn to GitLab's AI-powered platform and its mission to transform software development, as well as its values-driven culture that mirrors my own leadership philosophy.
In my previous roles, I have successfully managed multi-million-dollar territories, exceeded annual booking targets, and cultivated long-standing customer relationships across LATAM. I am adept at forecasting, pipeline management, and go-to-market strategy execution, and I have a deep understanding of the Brazil market dynamics. I am excited about the opportunity to contribute to GitLab's expansion in this region and to lead a team that consistently delivers value to customers.
Thank you for your consideration. I am eager to discuss how my experience aligns with GitLab's goals and how I can help accelerate its growth in Brazil.
Sample interview questions
In the first 90 days, I would focus on understanding the current team's strengths, existing accounts, and market dynamics. I would meet with key customers to gather feedback, analyze competitive trends, and align with the AVP LATAM on strategic priorities. I would then build a territory plan that segments accounts by potential, set clear targets, and implement a cadence for pipeline review and coaching. I would also assess talent and begin hiring or developing leaders to fill any gaps, ensuring the team has the right skills and coverage to execute.
In my previous role, I inherited a team that was consistently missing revenue targets. I started by conducting one-on-one meetings to identify skill gaps and motivation issues. I implemented a structured forecasting process, provided targeted coaching on discovery and value selling, and introduced a recognition program to boost morale. Within two quarters, the team exceeded quota, and the following year we achieved 120% of target. The key was combining accountability with support, and ensuring each team member had a clear path to success.
First, I would meet with the sales leader and the customer's key stakeholders to understand the reasons for the slippage. I would assess what competitive threats or internal obstacles exist and work with the team to create a mitigation plan. If the deal is legitimate, we would deploy an executive sponsor and possibly offer a proof of value to reinforce outcomes. I would also ensure the forecast reflects the risk, using a weighted pipeline approach, and communicate transparently with leadership. If the deal cannot be saved, I would focus on identifying other opportunities in the pipeline to offset the gap.
I believe development starts with knowing each person's career aspirations and strengths. I create individualized development plans, provide ongoing coaching, and encourage participation in training opportunities. I also foster a culture of feedback where team members feel safe to share ideas and challenges. Retention is driven by recognition, clear growth paths, and a positive team environment. By celebrating wins, providing stretch assignments, and ensuring compensation aligns with performance, I keep the team motivated and engaged.
I have worked with DevOps platforms and have a strong understanding of how AI is transforming the industry. I would position GitLab's AI capabilities by focusing on tangible outcomes like developer productivity, operational efficiency, and security risk reduction. For sophisticated buyers, I would highlight how GitLab's AI is integrated into the entire DevSecOps lifecycle, backed by real-world metrics and case studies. I would also emphasize the importance of security and compliance features that are particularly relevant to regulated industries in Brazil.
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
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.
*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
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.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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