Area Vice President - LATAM

An overview of this role

As the Area Vice President, LATAM, you'll build and lead a high-performing second-line enterprise sales organization that helps customers adopt GitLab's single DevSecOps platform to power their software delivery. You'll manage a strategic account team focused on enterprise accounts. You'll set and execute the strategy to land new enterprise customers and expand existing accounts in a predictable, purposeful way. Reporting to the Area Vice President, Enterprise Sales - AMER, you'll recruit and develop diverse sales managers and own the sales process and forecasting for the region. You'll also shape how we partner with marketing, channel, alliances, product, and engineering to drive strong annual recurring revenue growth in core markets in your first year and beyond.

What you'll do

• Lead, coach, and inspire a high-performing team of Regional Sales Directors and Strategic Account Executives focused on Enterprise accounts.
• Develop and execute a clear go-to-market strategy to land new enterprise customers and expand existing relationships, driving predictable year-over-year annual recurring revenue growth.
• Recruit, onboard, and develop a diverse, inclusive, and effective enterprise sales organization, with a focus on building strong managers and team members.
• Maintain and deepen executive-level relationships with key customers, shaping joint visions for long-term adoption of GitLab's DevSecOps platform.
• Manage the overall enterprise sales process, setting and monitoring metrics for pipeline health, forecast accuracy, and funnel management.
• Partner closely with marketing, channel, alliances, product, and engineering peers to align on account plans, campaigns, and customer value delivery.
• Provide detailed, accurate sales forecasts and insights to the Area Vice President, Enterprise Sales and other stakeholders, informing territory planning and investment priorities.
• Plan and operate at both strategic and tactical levels, ensuring operational rigor, effective territory coverage, and consistent execution across the region.

What you'll bring

• Experience leading and developing strategic enterprise sales teams, including managing managers in complex field sales environments.
• Demonstrated success leading enterprise software sales teams to drive strong, predictable annual recurring revenue growth across large, complex deals.