Area Vice President Sales - Northern Europe

An overview of this role

As the Area Vice President, Northern Europe, 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 lead a team of Area Sales Managers. You'll set and execute the strategy to land new enterprise customers and expand existing accounts in a predictable, purpose-driven way. Reporting to the VP, Enterprise Sales, you'll recruit and develop diverse sales leaders 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 Leaders 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 ARR growth.
• Recruit, onboard, and develop a diverse, inclusive, and effective Enterprise sales organization, with a focus on building strong leaders and individual contributors.
• 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 VP, Enterprise Sales and other leaders, informing territory planning and investment decisions.
• 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, for example by managing managers in complex field sales environments.
• Proven ability to build, develop, and retain a high-performing, diverse sales organization of sales leaders and Strategic Account Leaders.
• Demonstrated success leading enterprise software sales teams to drive strong, predictable ARR growth across large, complex deals.
• Deep experience selling into large enterprise accounts in core markets, ideally including development tooling and/or open source solutions.
• 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.
• Strong integrity, initiative, and communication skills, with the ability to thrive in a fast-paced, distributed environment. We're also open to candidates with transferable leadership experience

About the team

The Northern Europe Enterprise Sales team is responsible for driving 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 Area Sales Managers and Strategic Account Leaders. We focus 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.

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