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.
• Deep experience selling into large enterprise accounts in core markets.
• Track record of partnering closely with channel, marketing, alliances, product, and engineering to align on account strategies and deliver customer value.
• Experience maintaining executive-level customer relationships and creating strategies to land new customers and expand existing accounts.
• Ability to manage forecasting and sales funnel metrics with accuracy, and operate effectively at both strategic and operational levels.
• Demonstrated ability to take ownership, exercise sound judgment, and communicate clearly in a fast-paced, distributed environment.

About the team

The LATAM - Brazil team focuses on adoption and expansion of GitLab's AI-powered DevSecOps platform with our largest and most strategic customers in the region. We are a distributed group of Strategic Account Leaders focused on complex sales cycles and long-term customer success. We work asynchronously across the region, using GitLab to plan, collaborate, and forecast, while focusing on predictable annual recurring revenue growth and purposeful expansion in core markets.