[All remote jobs](https://jobicy.com/jobs.md)[![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg)](https://jobicy.com/company/gitlab.md)[GitLab](https://jobicy.com/company/gitlab.md) # Regional Sales Director, Commercial – LATAM Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[Brazil](https://jobicy.com/job-region/brazil.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished21 Oct 2026Apply before20 Nov 2026Listing views32Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. GitLab is seeking a Regional Sales Director to lead and develop Commercial Account Executives serving the LATAM market. The role owns regional software sales, bookings, revenue execution, territory planning, forecasting, pipeline discipline, and partner strategy for an AI-powered DevSecOps platform. The leader will recruit and coach sales talent while collaborating with Renewals, Marketing, and Sales Operations to improve pipeline health and customer outcomes. Success requires enterprise software sales leadership, LATAM go-to-market expertise, CRM and forecasting rigor, and strong executive communication. This is a remote full-time role located in Brazil. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior revenue-leadership position with responsibility for regional performance, forecasting accuracy, hiring, and execution across a diverse LATAM market. It requires hands-on sales leadership alongside strategic planning, cross-functional alignment, and direct accountability for bookings and revenue outcomes. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$150,000US market range (per year)$120k–$220k0$242.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The annual USD figures are AI-estimated market compensation for a senior regional commercial-sales leader and may include a mix of base salary and variable compensation depending on the employer's plan. ## Core skills Skills and capabilities most closely associated with this opportunity. [Regional sales leadership](https://jobicy.com/jobs?search_keywords=Regional%20sales%20leadership.md)[LATAM go-to-market strategy](https://jobicy.com/jobs?search_keywords=LATAM%20go-to-market%20strategy.md)[SaaS sales](https://jobicy.com/jobs?search_keywords=SaaS%20sales.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Command of the Message](https://jobicy.com/jobs?search_keywords=Command%20of%20the%20Message.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Sales coaching](https://jobicy.com/jobs?search_keywords=Sales%20coaching.md)[Recruiting and hiring](https://jobicy.com/jobs?search_keywords=Recruiting%20and%20hiring.md)[Partner strategy](https://jobicy.com/jobs?search_keywords=Partner%20strategy.md)[Executive communication](https://jobicy.com/jobs?search_keywords=Executive%20communication.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md) Sample interview questionsHow would you create a regional growth plan for GitLab Commercial in LATAM?I would segment the market by country, industry, account potential, partner coverage, and buying maturity. I would translate those segments into territory priorities, pipeline targets, account plans, and partner motions, then review leading indicators and adjust investment based on conversion, sales-cycle, and retention data. How do you use MEDDPICC to improve forecast accuracy and deal quality? I make qualification a consistent operating practice rather than a one-time checklist. In deal reviews, I inspect metrics, economic buyer access, decision process, decision criteria, paper process, pain, champion strength, and competition, then define clear next actions and remove unsupported opportunities from the forecast. Describe your approach to coaching Commercial Account Executives. I use a regular cadence of one-to-ones, pipeline reviews, call coaching, and account-strategy sessions. Coaching is individualized against observable behaviors and outcomes, with mutually agreed development plans, clear expectations, and follow-up measures for improvement. How would you balance direct selling responsibilities with leading a regional team? I would focus my direct involvement on strategic accounts, complex opportunities, executive relationships, and coaching moments where leadership participation can unblock a deal. I would protect time for team development and operating rhythms so that my involvement builds repeatable capability rather than creating dependency. How do you collaborate with Marketing, Renewals, and Sales Operations to drive revenue? I establish shared definitions for target accounts, pipeline stages, handoffs, renewal risk, and success metrics. Regular cross-functional reviews identify gaps in demand generation, coverage, data quality, and deal execution, allowing the teams to prioritize actions that improve both new business and expansion outcomes. Opportunity details ## About this role. 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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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, Commercial Sales – LATAM, you’ll lead a team of Commercial Account Executives to grow adoption of GitLab’s artificial intelligence (AI)-powered DevSecOps platform, which brings together software development, security, and operations. You’ll own software sales, bookings, and revenue across the region, helping new and existing customers increase developer productivity, improve operational efficiency, and reduce security and compliance risk. You’ll also build a foundational operational discipline, including a defined sales cadence, a common methodology (MEDDPICC and Command of the Message) applied consistently across the team, and a partner strategy that multiplies regional coverage. Reporting to the Area Vice President, LATAM, you’ll hire and develop your team, set territory and industry strategies, and align regional sales plans with GitLab’s growth goals. In your first year, you’ll focus on building a strong team culture, deepening customer relationships across LATAM, and consistently meeting or exceeding performance objectives. What you’ll do * Lead, coach, and develop Commercial Account Executives serving the LATAM market to deliver software sales, bookings, and revenue results. * Build territory and industry plans based on market dynamics, customer needs, and competitive trends, and turn those plans into growth opportunities. * Establish that operating rhythm including qualification standards, pipeline hygiene, deal inspection, and forecast accuracy. * Own accurate sales forecasts, territory management plans, and regional growth strategies aligned with GitLab’s revenue goals. * Establish, track, and report on team performance metrics, and address gaps through coaching and changes to regional plans. * Partner with Renewals, Marketing, and Sales Operations to manage pipeline health, renewal performance, and deal execution. * Recruit, hire, and onboard sales talent, and maintain a pipeline of potential future hires in the region. * Build an inclusive, positive team culture through regular coaching, clear expectations, and ongoing development. * Enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and industry and regulatory factors relevant to LATAM markets. What you’ll bring * Progressive experience in field sales and sales operations in open source software, DevOps, or a similar software-as-a-service environment. We welcome transferable leadership and regional sales experience from adjacent software markets. * Success leading and developing account-focused sales teams, including hiring, coaching, and performance management. * A track record of meeting or exceeding revenue, pipeline, and other sales performance objectives. * Experience building and executing go-to-market strategies for LATAM, with a willingness to lead your team and participate directly in selling. * Commercial and analytical skills to interpret sales performance, market trends, customer needs, and competitive dynamics, and use those insights to improve regional plans. * Practical experience using customer relationship management (CRM) and sales and marketing tools, such as Salesforce, Clari, or Marketo, to manage forecasts, territories, and pipeline. * Relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others. * Interest in open source and a commitment to GitLab’s values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency. About the team You’ll join our Sales organization in the Commercial LATAM region. As an all-remote team, we collaborate across time zones using asynchronous workflows. We drive new and expansion revenue and partner with Renewals, Marketing, and Sales Operations to serve customers across LATAM. ### How GitLab Supports Full-Time Employees * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) * [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) * [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) * [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process). Show more [Apply now >](https://jobicy.com/jobs/156236-regional-sales-director-commercial-latam.md) > Annual salary information is not provided for this position. 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