Regional Sales Director, Financial Services - NYC

An overview of this role

As the Regional Director, Financial Services Growth, you'll build and lead a new team of Account Executives (both new hires and existing) focused on landing and expanding GitLab's AI-powered DevSecOps platform within the largest banks, capital markets firms, and insurers in the New York area, helping financial institutions plan, build, secure, and ship software faster across the entire software development lifecycle. You'll be responsible for new-logo pipeline, bookings, and revenue, while building strong relationships with prospective 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, help define territory and go-to-market strategy for a new growth region, and ensure your team's plans align with GitLab's overall growth goals.

• Recruit, hire, and onboard top sales talent to build a team focused on US Financial Services, while investing time weekly to build and maintain a strong pipeline of potential future hires
• Lead, coach, and motivate your team to deliver new business, 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
• Build and execute a go-to-market motion with Solutions Architects, partners, and Marketing to open new institutions and new lines of business within large enterprises
• Develop and own accurate sales forecasts, account 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 Marketing, Sales Operations, Deal Desk, and other cross-functional partners to manage pipeline health and deal execution
• 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)
• 5-10+ years of front-line enterprise sales leadership in an open source software, DevOps, or similar software-as-a-service environment, with a track record of large new-logo wins
• Demonstrated success building and developing account-focused sales teams, including hiring, coaching, and performance management
• Experience selling to large, complex enterprises, ideally 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, including familiarity with vendor risk, security review, and procurement processes
• Strong operational rigor and experience running the business
• Experience working with Cloud and GSI partners to drive business
• Ability to exercise effective judgment, sensitivity, and creativity as needs change, and to thrive in a fast-paced, build-from-scratch environment
• 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
• Experience in, or a strong appetite for, working in a remote, asynchronous company
• Based in or near the New York area, with the ability to travel to customer sites and comply with the company's travel policy

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