About this role.
GitLab is seeking an Area Vice President to lead its Financial Services sales organization in the United States. The leader will set market strategy, grow new and existing enterprise accounts, forecast revenue, and deliver predictable annual recurring revenue growth. They will recruit and develop Regional Sales Directors and Strategic Account Executives while maintaining executive customer and partner relationships. The role requires proven second-line enterprise software sales leadership, deep financial-services selling experience, and strong cross-functional execution in a remote environment.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would segment the market by customer maturity, regulatory priorities, installed tooling, and expansion potential. I would align account coverage, partner motions, and executive engagement to the highest-value segments, then define leading indicators such as pipeline coverage, multi-threaded account plans, technical validation progress, and expansion opportunities.
I set clear operating expectations around hiring quality, inspection cadence, forecast discipline, coaching, and talent development. I use regular business reviews and deal coaching to identify gaps, while creating individualized development plans that prepare high-potential leaders for broader responsibility.
I combine CRM hygiene with a consistent inspection process focused on verified customer outcomes, executive sponsorship, decision process, competition, technical validation, and commercial path. I distinguish pipeline confidence from commit confidence, inspect changes in close dates rigorously, and use historical conversion data to identify risk early.
I would begin with the institution’s priorities around secure software delivery, developer productivity, governance, and operational resilience. I would connect GitLab’s DevSecOps capabilities to measurable outcomes, engage security and engineering stakeholders together, and use a phased adoption plan that demonstrates value while supporting the organization’s risk and compliance requirements.
I would assess the issue across coverage, capability, pipeline quality, account prioritization, and operating rhythm before selecting interventions. In a typical turnaround, I reset territory and account plans, strengthen manager coaching, establish measurable weekly leading indicators, address talent gaps decisively, and communicate progress transparently until results become repeatable.
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 Area Vice President, you’ll lead GitLab’s Financial Services sales organization and shape how we win new customers, expand existing relationships, and deliver predictable growth. You’ll build and develop a team of Regional Sales Directors who lead Enterprise and Commercial Account Executives, helping financial services customers improve how they build, secure, and deliver software with GitLab’s DevSecOps platform.
Reporting to the Vice President of Sales, AMER, you’ll set the strategy for the area while staying close to customers, leaders, and day-to-day execution. This is an opportunity to build a high-performing sales organization, strengthen key customer and partner relationships, and work across GitLab to create lasting customer value.
What you’ll do
- Establish and deliver a strategy to win new customers, expand existing accounts with purpose, and create a shared vision for long-term growth.
- Drive customer success and predictable year-over-year annual recurring revenue growth for GitLab.
- Recruit, develop, and retain a diverse and effective sales organization of Regional Sales Directors and Strategic Account Executives.
- Build and maintain key customer relationships, and develop strategies that expand GitLab’s customer base in Financial Services.
- Provide detailed and accurate sales forecasts, manage the overall sales process, and set clear metrics for sales funnel management.
- Lead at both the strategic and operational levels, translating priorities into consistent execution.
- Partner with Marketing, Channel, Alliances, Product, Engineering, and other teams to support customer outcomes and growth.
What you’ll bring
- Progressive second-line leadership experience leading teams in strategic sales.
- Repeatable success recruiting, hiring, developing, and retaining leaders and individual contributors in a high-performing enterprise sales organization.
- Deep experience selling into accounts in core Financial Services markets.
- Consistent overachievement against an annual quota.
- Progressive experience in software sales, preferably with development tools or open source software.
- A proven record of working closely with channel partners and cross-functional peers to support growth.
- High integrity, initiative, sound judgment, and the ability to communicate and present clearly to a range of audiences.
- The ability to adapt, work independently, collaborate effectively, manage an ambitious workload, and learn and use GitLab.
- A bachelor’s degree and the ability to travel as needed in line with GitLab’s travel policy.
About the team
The Financial Services Sales team helps customers use GitLab to improve how they build, secure, and deliver software. You’ll lead through Regional Sales Directors and Strategic Account Executives, working across GitLab to build lasting customer relationships, support customer success, and deliver predictable growth.
Remote-Global
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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