[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)

# Director, Regional Sales

AI Summary GitLab seeks a Director of Regional Sales to own commercial strategy and execution across Japan. The role leads, coaches, and develops an Account Executive team while remaining directly engaged in strategic customer conversations and complex opportunities. Key priorities include pipeline creation, forecasting, enterprise new-logo acquisition, expansion, and establishing repeatable sales practices such as MEDDPICC. The director will partner closely with customer success, marketing, product, engineering, account management, and operations in a fully remote environment. Success requires senior B2B software-sales leadership, consultative selling capability, data-driven execution, and strong executive stakeholder management.[Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[Japan](https://jobicy.com/job-region/japan.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished9 Nov 2026Apply before9 Dec 2026Listing views58Application actions3Application toolkit

## Make your next move.

Prepare your resume, explore your fit, and draft a cover letter for this opportunity.

Opportunity details

## About this role.

[GitLab](https://jobicy.com/company/gitlab.md) 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 Director of Regional Sales for Japan, you’ll own the strategy and execution to grow GitLab’s presence across Japan. You’ll build and manage an Account Executive team, establish clear, data-informed sales processes, and stay close to the field by engaging directly with key accounts. Reporting to our Country Manager, Japan, you’ll work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you’ll help shape GitLab’s go-to-market motion in Japan, support new logo acquisition and expansion, and influence how we bring our Governed Software Factory and DevSecOps value proposition to a broad range of customers while supporting regional business priorities.

### What you’ll do

* Oversee the growth of GitLab’s business in Japan by building the regional sales plan, maintaining pipeline visibility, and guiding day-to-day execution in support of regional business plans.
* Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, field-focused sales practices.
* Support new logo acquisition across a broad base of Enterprise businesses in Japan, while shaping and executing a long-term strategy for larger, more complex, multi-stakeholder accounts, including guiding deal strategy and contract negotiations for high-value opportunities.
* Build GitLab’s reputation in the Japan market by partnering with marketing, business development, and local networks to generate qualified pipelines and deepen market awareness.
* Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure and repeatability while supporting agility.
* Work with regional sales managers and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, exchange 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.
* Review pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on priority activities, and represent the Japan business internally with clear insights on market trends and customer needs.

### What you’ll bring

* Experience building and managing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.
* Ability to design and execute a regional go-to-market plan, including pipeline generation, territory coverage, and structured deal execution.
* Ability to coach teams through a clear sales process, assist with complex deal strategy, and maintain consistency in regional execution.
* Familiarity with B2B software sales / technology sales and AI accelerated workflows and platforms.
* Skills in creating structure and clarity, setting expectations, and using organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.
* Demonstrated strength in consultative, value-based selling and in developing established relationships with senior customer stakeholders to assist with new business and expansion.
* Comfort working in a dynamic, all-remote environment, using sound judgment, initiative, and Salesforce.com or similar CRM and marketing tools to stay organized and effective.
* Ability to work effectively across account management, customer success, marketing, product, engineering, and operations to align execution and enable customer growth.

### About the team

We are the regional sales team for Japan, and our focus is on growing the business by building strong customer relationships, developing the field organisation, and partnering across GitLab to deliver a consistent experience for our customers.

### 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/160706-director-regional-sales.md)

>  Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md)

*

![Upload CV](data:image/svg+xml;base64,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)

### Upload your resume now

To unlock remote work opportunities and be discovered by global employers.

This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.

## 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 insightЭто руководящая региональная роль с полной ответственностью за стратегию продаж, результаты команды и крупные сложные сделки на японском рынке. Необходимо одновременно развивать людей, управлять прогнозом и координировать множество внутренних и внешних стейкхолдеров.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job median (per year)Market rate$220,000US market range (per year)$170k–$280k0$308k

AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Работодатель не раскрывает базовую заработную плату. Для руководителя региональных B2B SaaS-продаж это ориентировочная годовая оценка рынка в USD: $170,000–$280,000, медиана $220,000; фактическая структура вознаграждения может существенно включать бонусы, комиссию и equity.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Regional sales leadership](https://jobicy.com/jobs?search_keywords=Regional%20sales%20leadership.md)[B2B software sales](https://jobicy.com/jobs?search_keywords=B2B%20software%20sales.md)[Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Sales team coaching](https://jobicy.com/jobs?search_keywords=Sales%20team%20coaching.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Account expansion](https://jobicy.com/jobs?search_keywords=Account%20expansion.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)

Sample interview questionsHow would you build a regional sales plan for GitLab in Japan?I would start by segmenting the market by enterprise potential, existing customer opportunity, industry fit, and buying complexity. I would define territory coverage, pipeline-generation targets, partner motions, sales stages, and forecast metrics, then review results regularly to adjust investment and execution.

How do you coach Account Executives on complex enterprise deals?

I use structured deal reviews to clarify customer outcomes, stakeholders, decision criteria, competition, commercial risks, and mutual action plans. I coach representatives to apply a consistent methodology such as MEDDPICC while joining critical customer discussions when executive alignment or deal strategy requires leadership support.

Describe your approach to forecast accuracy.

I establish clear qualification criteria and stage definitions, inspect pipeline quality frequently, and distinguish upside from commit opportunities. Forecast calls should combine CRM data with direct manager judgment, customer evidence, close-plan progress, and identified risks.

How would you position GitLab with senior customer stakeholders?

I would connect GitLab's DevSecOps platform to measurable business outcomes: developer productivity, operational efficiency, security and compliance risk reduction, and faster software delivery. The conversation should be tailored to each executive's priorities and supported by a credible transformation roadmap.

How do you create alignment with marketing, customer success, product, and engineering?

I set shared objectives, operating cadences, and transparent feedback loops around target accounts, pipeline creation, adoption, retention, and expansion. I also ensure field insights on customer needs, objections, and market trends are translated into actionable priorities for each partner team.

Next step

## Apply now.

Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information.

Keep exploring

## Related remote jobs.

*
![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg)
GitLab Nov 9  New

### [Strategic Account Executive – Singapore](https://jobicy.com/jobs/160712-strategic-account-executive-singapore-2.md)

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…

*
![Geotab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/366cc126c341-221.webp)
Geotab Nov 9  New

### [Key Account Executive](https://jobicy.com/jobs/160703-key-account-executive.md)

Who we are: Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who…

*
![Horizon3.ai logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/0f27161cfbcc-221.webp)
Horizon3.ai Nov 9  New

### [Senior Sales Engineer, DACH Channel](https://jobicy.com/jobs/160697-senior-sales-engineer-dach-channel.md)

Get to Know Us Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals…

*
![Lightspeed Commerce logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/09/3d38005a-221.png)
Lightspeed Commerce Nov 9  New

### [Field Sales Account Executive](https://jobicy.com/jobs/160695-field-sales-account-executive.md)

Lightspeed is driven by building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. As a Field…

*
![Panopto logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/b91fbd70237c-221.webp)
Panopto Nov 9  New

### [Sales Development Representative (EMEA)](https://jobicy.com/jobs/160690-sales-development-representative-emea-2.md)

Company Overview: At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly…

*
![Horizon3.ai logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/0f27161cfbcc-221.webp)
Horizon3.ai Nov 9  New

### [Enterprise Account Executive, France](https://jobicy.com/jobs/160687-enterprise-account-executive-france.md)

Get to Know Us Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals…

*
![CoderPad logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/02/57995875e79f20bb0cd2cadad1b52775.jpeg)
CoderPad Nov 9  New

### [Mid-Market Account Executive](https://jobicy.com/jobs/160676-mid-market-account-executive-9.md)

We are looking for a Mid-Market Account Executive to join our sales team in Ireland. What does a Mid-Market Account Executive at CoderPad do? CoderPad AE’s engage key talent acquisition…

*
![Horizon3.ai logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/11/0f27161cfbcc-221.webp)
Horizon3.ai Nov 9  New

### [Enterprise Account Executive, Spain – Catalonia](https://jobicy.com/jobs/160674-enterprise-account-executive-spain-catalonia.md)

Location: Remote, CataloniaTerritory: Catalonia, with a focus on Barcelona and surrounding areas Get to Know Us Horizon3.ai is a fast-growing cybersecurity company dedicated to enabling organizations to proactively find, fix,…

*
![Lightspeed Commerce logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/09/3d38005a-221.png)
Lightspeed Commerce Nov 9  New

### [Field Sales Representative – Rotterdam](https://jobicy.com/jobs/160672-field-sales-representative-rotterdam.md)

Lightspeed is driven by building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. As a Field…

*
![Databricks logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/12/4e3f864ba9cf3c62d471e1c62414d098.jpg)
Databricks Nov 9  New

### [Strategic Core Account Executive](https://jobicy.com/jobs/160331-strategic-core-account-executive.md)

SLSQ427R1034 Candidates in the listed location(s) are encouraged for this role: Remote – Washington D.C. As a Enterprise Account Executive at Databricks, you are a sales professional experienced in leading…

[Browse all jobs](https://jobicy.com/jobs.md)