Regional Sales Director, Brazil
About the role
Overview
As the Regional Director, Sales for Brazil, you’ll lead a high-performing team of Strategic Account sales professionals to grow adoption of GitLab’s AI-powered DevSecOps platform across a key region in LATAM. You’ll be responsible for managing software sales, bookings, and revenue, while building strong relationships with new and existing customers who rely on GitLab to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. Reporting to the AVP, LATAM, you’ll hire and develop top talent, set clear territory and industry strategies, and ensure your team’s sales plans align with GitLab’s overall growth goals in this market. In your first year, you’ll focus on building a strong team culture, deepening our presence with Brazil clients, and consistently meeting or exceeding performance objectives in a fast-paced, open source software and SaaS environment.
What you’ll do
- Lead, coach, and motivate a team of Strategic Account Leaders focused on the Brazil market to deliver software sales, bookings, and revenue results
- Drive territory and industry planning by analyzing market dynamics, customer needs, and competitive trends to identify and execute on growth opportunities
- Develop and own accurate sales forecasts, territory management plans, and growth strategies that align to GitLab’s overall revenue goals
- Establish, track, and report on key performance metrics for the team, and take action to address gaps and improve outcomes
- Collaborate closely with Renewals, Marketing, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution
- Recruit, hire, and onboard top sales talent while building and maintaining a strong pipeline of potential future hires in the region
- Create a high-performing, inclusive, and positive team culture through regular coaching, clear expectations, and ongoing development
- Educate and enable your team on GitLab’s product, pricing, AI-powered DevSecOps positioning, and key industry and regulatory factors relevant to Brazil markets
What you’ll bring
- Progressive experience in field sales and sales operations in an open source software, DevOps, or similar software-as-a-service environment
- Demonstrated success leading and developing account-focused sales teams, including hiring, coaching, and performance management