Senior Director, Global SMB Sales

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 Senior Director, Global SMB Sales, you will lead GitLab's worldwide strategy and execution for the small and medium-sized business segment (SMB). This is a senior leadership role with broad ownership across revenue, go-to-market design, team leadership, and operating rhythm for our global, distributed sales organization. You will guide a high-velocity, data-driven, and customer-focused sales motion that helps SMB customers adopt and expand their use of GitLab's AI-powered DevSecOps platform.

In this role, you'll partner closely with Commercial Sales leadership, Marketing, Revenue Operations, Customer Success, Product, and Digital/Online Sales to shape scalable programs across the SMB customer lifecycle. Reporting to the VP, High Velocity Sales, you'll help define how we serve SMB customers globally while building the systems, talent, and strategy needed to support durable growth. This is a strong opportunity to influence both business outcomes and the future of our SMB motion at global scale.

What you'll do

Own the global SMB business, including revenue performance across net new annual recurring revenue, expansion, and retention across routes to market.

Lead and scale a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions.

Build and improve a high-velocity SMB sales motion, extending existing playbooks and processes to support efficient, repeatable execution worldwide.

Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels, aligned to company revenue objectives.

Partner with Revenue Operations and Finance on key operating levers such as quotas, compensation, lead management, and territory changes.

Work closely with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless and effective SMB customer journey.

Establish and inspect core SMB performance metrics, including pipeline coverage, conversion, sales velocity, productivity, and retention, and take corrective action when needed.

Bring the voice of the SMB customer into strategic decisions by using market insight, customer behavior, and performance data to refine programs, messaging, and execution.

What you'll bring

Significant experience in B2B software sales, including strong sales leadership experience in SMB or Commercial segments within a software as a service environment.

Proven success owning large revenue goals and driving growth through global or multi-region sales organ