Regional Sales Director, Financial Services

An overview of this role

As the Regional Director, Sales for our Financial Services vertical in the US, you'll lead a high-performing team of 5-8 Strategic Account sales professionals to grow adoption of GitLab's AI-powered DevSecOps platform across banking, insurance, capital markets, and fintech. 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, Financial Services, 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 your first year, you'll focus on building a strong team culture, deepening our presence with leading financial institutions, 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 5-8 Strategic Account Leaders focused on the US Financial Services 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, Sales Operations, and other cross-functional partners to manage pipeline health, renewal performance, and deal execution
• Recruit, hire, and onboard top sales talent while investing time weekly to build and maintain a strong pipeline of potential future hires
• 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 financial services (such as SOX, PCI DSS, FFIEC, DORA, and third-party risk and model governance requirements)

What you’ll bring

• 7-10 years of progressive experience in field sales, sales operations, and sales management 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
• Experience selling to Fortune 500 and enterprise financial institutions, with a willingness to "roll up your sleeves" and participate directly in selling activities
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Experience building and executing go-to-market strategies for regulated industries, ideally Financial Services
• Ability to exercise effective judgment, sensitivity, and creativity as needs change, and to thrive in a fast-paced environment with a challenging workload
• Strong relationship-building, negotiation, and presentation skills, including executive-level written and verbal communication and the ability to mentor others
• Alignment with GitLab's values and a genuine passion for open source, with openness to candidates who bring transferable leadership experience from adjacent software markets
• Ability to travel if needed and comply with the company's travel policy

About the team

You'll join our AMER Enterprise Sales organization, leading the US Financial Services vertical as part of a broader, all-remote team that collaborates across time zones using GitLab's asynchronous workflows. This team is responsible for driving new and expansion revenue, partnering closely with Renewals, Marketing, and Sales Operations to serve financial services customers and grow adoption of GitLab's AI-powered DevSecOps platform. You'll manage a group of Strategic Account Leaders, build a pipeline of future talent, and help shape our go-to-market strategy in a fast-evolving, highly regulated market.. For more on how this team works, see our Sales Team Handbook.