About this role
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
An overview of this role
As a Regional Director, Commercial Sales, Mid-Market - Nordics & Netherlands on GitLab's Sales team, you'll lead a regional commercial sales organization focused on driving growth across the Nordics and the Netherlands. For this role we are looking for someone around Stockholm area. You'll be responsible for building and executing the regional sales strategy, growing existing customer relationships, expanding the client base, and helping your team deliver against revenue goals in a disciplined, data-informed way. You'll work closely with cross-functional partners across Marketing, Customer Success, Ecosystems, and Sales to create a strong customer experience and bring GitLab's value to commercial accounts across the region. This role is based in Sweden and requires experience working with commercial accounts across the Nordics and the Netherlands, along with fluency in one or more Nordic languages.
Some examples of our projects:
Developing and executing regional sales plans that align territory priorities, account growth, forecasting, and team performance to support GitLab's revenue goals
Building strong relationships with key decision-makers across commercial accounts while coaching a regional sales team to grow pipeline, close complex opportunities, and expand customer value
Responsibilities
- Drive, manage, and execute the business and revenue outcomes of a regional sales team covering commercial accounts across the Nordics and the Netherlands.
- Develop and execute strategies to expand the client base in the region while maintaining and growing existing accounts at acceptable margins.
- Analyze regional market dynamics to build on current success, identify new growth opportunities, and refine the team's go-to-market approach.
- Prepare forecasts, territory and industry plans, and growth strategies, while accurately forecasting bookings by territory and prioritizing time accordingly.
- Establish and report on performance metrics for the team, identify gaps, and take action to improve execution where needed.
- Partner effectively with Ecosystems, Customer Success, Marketing, and other Sales resources throughout the sales process to deliver a strong customer experience.
- Maintain close contact with key accounts by building executive relationships with decision-makers, including CXO and program-level leaders, and developing a strong executive call plan.
- Recruit, hire, and train team members, build a strong pipeline of future talent, foster a positive team environment, and coach Sales leads and sellers.
Requirements
- Experience leading a regional commercial sales team, including setting strategy, managing execution, and forecasting across the Nordics and the Netherlands.
- Data-informed sales management skills, including building repeatable processes, pipeline discipline, and forecast accuracy using Salesforce (or a similar CRM).
- Experience selling complex, high-value software solutions and expanding customer relationships within commercial accounts.
- Understanding of regional market dynamics (competitive landscape, regulations, and industry trends) and ability to translate insights into go-to-market plans.
- Track record of delivering against business outcomes by driving effective territory planning, prioritization, and sales execution.
- Familiarity applying a structured sales methodology (e.g., MEDDPICC or equivalent) to improve opportunity qualification and team execution.
- Strong executive communication skills in English, plus fluency in one or more Nordic languages; able to build senior stakeholder relationships and negotiate complex deals.
- Experience recruiting, hiring, coaching, and developing sales talent; additional experience that can help you ramp quickly includes DevOps/open source exposure, familiarity with tools like Marketo/Outreach, comfort using GitLab, and willingness to travel per company policy.
- About the team
- The Sales team at GitLab helps organizations adopt the most comprehensive AI-powered DevSecOps platform while building long-term customer relationships rooted in trust, value, and measurable outcomes. In this role, you'll work with a distributed, cross-functional group that combines regional market knowledge with GitLab's values of Collaboration, Results, Efficiency, Diversity, Inclusion & Belonging, Iteration, and Transparency. The team is focused on helping customers simplify software delivery, improve security and compliance, and reduce toolchain complexity through a single platform approach. You'll join a results-driven environment where leaders are expected to own outcomes, support their teams' growth, and work transparently across functions to help customers and GitLab succeed.