Director, Regional Sales - New Business and Commercial Sales, Japan

Proven success leading high-performing field sales teams within open source, DevOps, or SaaS environments, with a focus on new logo acquisition and net new revenue. Experience building, coaching, and developing Account Executives to consistently create pipeline, progress opportunities, and close new business across Japan. Demonstrated ability to design and execute scalable sales strategies for a large, mixed account base across the Japanese market. Proficiency using CRM and sales enablement tools such as Salesforce, Clari, Gong, or Outreach to forecast accurately, manage pipelines, and drive operational discipline. Strong relationship-building, negotiation, and deal-structuring skills, including experience engaging and presenting to executive-level stakeholders. Background managing distributed teams in Japan, with an understanding of local business culture and go-to-market dynamics. Ability to exercise sound judgment and adapt quickly in a fast-paced, evolving environment. Openness to candidates with diverse, transferable leadership and sales experience who can demonstrate success driving new business in complex B2B environments.

Lead a distributed team of Account Executives across Japan focused on winning new logos and driving first-order revenue. Develop and execute a scalable new business sales strategy for Japan, covering both installed base and whitespace accounts. Drive consistent pipeline generation and deal progression across a high volume of target accounts. Collaborate closely with marketing, sales operations, and enablement to design and optimize motions, campaigns, and processes. Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast accurately, and coach your team. Hire, onboard, and develop a high-performing sales team, providing regular coaching. Partner with regional and global sales leadership to help define, refine, and scale this sales function. Represent GitLab and our offerings with executive-level stakeholders in Japan.