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As the Director, Regional Sales - New Business, you'll build and lead a dedicated function focused on driving new logo growth across Japan. You'll report to the Director of APJ for New Business and will hire, develop, and coach a high-performing team of Account Executives to win first-order deals across more than 24,000 in-ICP accounts, from whitespace to existing installs, with an average deal size up to 25,000. You'll define and execute a scalable sales strategy for a fast-moving, high-volume territory. You'll use tools like Salesforce, Clari, Gong, and Outreach to build predictable pipeline, shorten deal cycles to 6 months or less, and consistently meet or exceed new business goals. It's a rare opportunity to help shape, operationalize, and scale a sales motion focused on new business in a growing, high-impact market while you collaborate closely with cross-functional partners to bring GitLab's DevSecOps platform to new customers across Japan.
The Regional Sales New Business team at GitLab focuses on acquiring new logos and accelerating first-order revenue across Japan. We work closely with the Director of APJ for New Business and other sales, marketing, and operations partners. As an all-remote, distributed team based across Japan, we collaborate asynchronously. We prioritize the highest-potential accounts within a large ideal customer profile, build scalable processes, and refine a repeatable new business motion. As a growing function, we are focused on defining our operating model, hiring and developing Account Executives, and establishing the structure, tools, and best practices needed to build and scale a high-performing new business engine for GitLab in Japan.
## このポジションについて Regional Sales Director - 新規顧客担当, Japanは、日本国内の新規顧客獲得の推進に専念する新しい部門を立ち上げ、率いるロールです。APJ新規顧客部門のDirectorにレポートし、初回受注契約を勝ち取るためのハイパフォーマンスなAccount Executiveチームの採用、育成、そしてコーチングを行います。あなたのチームのミッションは、24,000社を超えるICP（理想的顧客プロファイル）該当企業に対して初回受注を獲得することです。対象は未開拓市場から既存導入企業まで含み、最大25,000ライセンス規模の案件で初回受注を獲得します。変化が速く、取引量の多い担当セグメントに対して、拡張可能な営業戦略を策定・実行していただきます。Salesforce、Clari、Gong、Outreachなどのツールを使用して、予測可能なパイプラインを構築し、商談サイクルを6ヶ月以下に短縮し、新規事業目標を常に達成または上回る成果を出します。日本国内の新規事業に特化した営業活動を形成・運用・拡大する貴重な機会です。部門横断的な社内協力者と緊密に連携しながら、日本国内の新規顧客にGitLabのDevSecOpsプラットフォームを提供していきます。## 主な業務内容
## 求める経験・スキル
## チームについて GitLabのRegional Sales新規顧客開拓チームは、新規顧客の獲得と初回受注の拡大を担っています。APJ新規顧客部門のDirectorをはじめ、営業、マーケティング、オペレーション部門の社内協力者と密に連携しながら業務を進めます。各拠点に分散したフルリモート体制で、非同期での協働を実践しています。私たちは、大規模なICPの中から最も可能性の高いアカウントに優先的にアプローチし、効率的に拡張できるプロセスを構築しています。そして、再現可能な新規事業獲得の仕組みを磨き続けています。成長フェーズにある組織として、現在はオペレーティングモデルの定義、優秀なAccount Executiveの採用・育成に力を入れています。同時に、日本全体でGitLabのハイパフォーマンスな新規事業エンジンを構築・拡大するために必要な組織構造・ツール・およびベストプラクティスの整備を進めています。
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting ... [description truncated]
