SMB Regional Manager – Growth, AMER

An overview of this role

As the Regional Manager SMB Growth, you'll lead our SMB Growth Account Executives in a critical role focused on growing GitLab's SMB install-base and driving continued revenue and long-term growth. Your team operates with a territory-driven selling motion focused on driving adoption, understanding customer business pains and objectives, and finding opportunities for expansion within a defined book of business. You'll build the blueprint and culture for how this team drives customer adoption and growth, acting as a hands-on coach by joining calls, co-selling, and providing direct coaching. You'll focus on developing a strong, collaborative team, partnering closely with Renewals Management and other sales motions, and drawing on your experience with open source software, DevSecOps, and the broader industry to shape how SMB sellers progress their careers toward mid-market roles while delivering strong, sustainable results. You'll bring a track record of leading growth-focused sales teams and supporting their development—this role offers the opportunity to meaningfully contribute to GitLab's long-term success in the SMB segment.

What you'll do

• Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding  growth nARR targets.
• Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team.
• Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes.
• Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle.
• Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage.
• Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles.
• Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business.
• Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.

What you'll bring

• Demonstrated ability