Regional Manager - SMB

SMB Regional Manager

The SMB Regional Manager reports to the Sr Director, High Velocity Sales.

SMB Regional Manager Job Grade

The SMB Regional Manager is a grade 8

SMB Regional Manager Responsibilities

• Drive, manage and execute the business and revenue of the region’s SMB business

• Prepare forecasts, territory/industry management, and growth plans

• Establish and report on metrics to measure team performance; correct deficiencies where necessary

• Anticipate problems and propose solutions related to sales operational changes (ex. quota, comp, territory carving, leads).

• Educate team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing

• Build an innovative team of top talent motivated around driving SMB customer advocacy and making them fall in love with GitLab

• Provide ongoing coaching and mentorship to SMB Advocates, focusing on core competencies including discovery techniques, objection handling, product positioning, and consultative selling skills

• Implement comprehensive talent development and performance management frameworks to support individual team members in achieving and exceeding performance metrics and developing their careers

• Design and implement new ways of engaging with our SMB customers and ensuring their success, including role definitions, coverage and technology.

• Build, experiment and optimize playbooks for SMB Advocates to adopt in their low-touch, high-value functional and technical engagement with customers throughout their journey (consideration, conversion, adoption, expansion and renewal)

• Work cross-functionally to develop and operationalize strategies for new customer acquisition

• Proactively identify strategies, gaps and opportunities to influence product, marketing and GTM to drive SMB success, capturing feedback and acting as the voice of the SMB customer

SMB Regional Manager Requirements

• Experience selling to SMBs; willingness to “roll up your sleeves” and sell

• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)

• Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others

• Experience leading a front line customer facing team and owning key business performance outcomes. Proven track record of leadership driving innovation and change.

• Great project management skills. Ability to pull together disparate requirements, get agreement on priorities, communicate clearly and drive timelines.

• Strong analytical skills and structured thinking. You know how to use data from disparate sources into a vision for what we should do.

• Ability to develop and foster relations across the organization. (Including sales, product, marketing, customer success)

• Resourcefulness to get things done cross-functionally. Operational execution and troubleshooting by identifying issues as they surface; proposing and executing changes to fix root causes.

• Experience with GitLab use cases (SCM, CI, CD, DevSecOps, Agile Planning) to provide in-depth guidance and enablement

• Knowledge and understanding of the end-to-end software development lifecycle, continuous integration, continuous deployment and cloud computing

• You share our values, and work in accordance with those values.

• Ability to use GitLab

• Ability to travel if needed and comply with the company’s travel policy

How GitLab will support you

• Benefits to support your health, finances, and well-being

• All remote, asynchronous work environment

• Flexible PTO (paid time off)

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and development budget 

• Parental leave

• Home office support

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