Territory Sales Manager Remote, Japan at GitLab

Territory Sales Manager for Japan - GitLab

GitLab is a leading intelligent orchestration platform for DevSecOps. We empower organizations to dramatically increase developer productivity, enhance operational efficiency, minimize security and compliance risks, and accelerate digital transformation. With over 50 million registered users, more than half of the Fortune 100 trust GitLab to deliver better, more secure software faster.

The principles that drive our products are mirrored in our culture. We embrace AI as a core productivity multiplier, expecting every team member to integrate AI into their daily workflow to drive innovation and impact. At GitLab, careers advance, innovation thrives, and every voice matters. Our high-performance culture is built on shared values and continuous knowledge exchange, allowing team members to reach their full potential while partnering with industry leaders to solve complex technical challenges. Join us to co-create the future of software development.

Role Overview: Territory Sales Manager - Japan

As a strategic Territory Sales Manager focusing on Japan, you will be responsible for owning and growing our Digital Native and Retail territory using GitLab's enterprise relationships in the Japanese market. Your mission is to guide enterprise organizations in realizing the complete value of GitLab’s AI-powered DevSecOps platform. This involves leading the entire sales cycle, from initial prospecting and qualification all the way through successful rollout and long-term adoption.

Reporting to an Area Sales Manager or Regional Director, you will adopt a consultative sales approach. This means thoroughly understanding complex customer needs, guiding them through the evaluation process, and coordinating the necessary pre- and post-sales resources to guarantee successful deployments and measurable business outcomes. You will operate with minimal supervision on complex deals, acting as the critical voice of the customer internally, and collaborating closely with our strategic channel partners to generate qualified opportunities and secure new customers.

In your first year, you will be expected to establish and execute clear account plans for enterprise prospects and customers within the Japan market. Building strong relationships with both internal and external stakeholders while maintaining transparent and disciplined management of your forecast and pipeline will be key responsibilities.

Key Responsibilities: What You Will Do

• Support GitLab's key prospects and customers in the Japan Market, specifically targeting the Digital Natives and Retail industry, by owning the full sales cycle for enterprise accounts.
• Drive account strategy by developing and executing comprehensive account plans tailored to each customer’s business needs and long term goals.
• Conduct prospecting and opportunity development within named large and strategic accounts, working closely with strategic channel partners to generate qualified leads and onboard new customers.
• Coordinate pre and post sales engagements with technical teams such as solutions architects, customer success, and support teams to ensure smooth product rollout, adoption, and expansion of GitLab solutions.
• Provide clear account leadership, including consistent reporting on activity, pipeline health, and forecasting to sales management.
• Analyze sales wins and losses, contribute to root cause analysis, and share crucial lessons learned with account managers, marketing, and technical departments to continually improve future results.
• Serve as the voice of the customer by channeling feedback and product suggestions through GitLab’s public issue tracker and internal communication channels.
• Employ a consultative sales methodology to uncover underlying business issues, shape solution recommendations, and deliver persuasive proposals, quotes, and presentations that directly address customer requirements.

Qualifications: What You Will Bring

• Demonstrable experience managing complex sales cycles with large, strategic enterprise clients, particularly within the Digital Natives and retail segments.
• A proven track record in prospecting, qualifying, and developing new business opportunities, alongside successfully growing existing accounts through robust account management.
• Skill in leading both pre and post sales activities, effectively coordinating with technical, support, and channel partners to accelerate adoption and expansion.
• Proficiency in consultative selling, including the ability to diagnose business needs, build strategic account plans, and deliver compelling proposals and presentations that align GitLab solutions with tangible customer outcomes.
• Capability to prepare and maintain accurate records of activities, pipeline status, and forecasts, while also contributing valuable insights from win/loss analysis and root cause investigations.
• Excellent communication and collaboration skills necessary to effectively convey customer feedback and lessons learned to sales management, product, marketing, and technical groups.
• Familiarity with software development concepts and tools is advantageous, with preferred exposure to Git, general software development toolchains, or application lifecycle management.
• Alignment with GitLab’s core values, a willingness to learn, and an interest in applying transferable skills even if your professional background does not perfectly match every requirement.

About the Team

The Territory Sales Manager will become part of our enterprise sales division, which is dedicated to boosting GitLab adoption among large customers throughout the Japan market. This team manages the entire customer relationship lifecycle for enterprise accounts, starting from initial contact through sustained expansion and advocacy, ensuring clients maximize value from the DevSecOps platform. The team operates in a completely remote and distributed setup, collaborating asynchronously across different time zones with sales leadership, solutions architects, customer success, marketing, and channel partners. Currently, the team is focused on nurturing and expanding our established presence in the region, maintaining a consistent global sales approach while expertly adapting to unique local customer requirements and partnering with strategic channel organizations to reach and support key accounts. Further details about our hiring process are available on our dedicated hiring page.

Benefits Provided by GitLab for Full Time Employees

• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups

A Note on Candidates: We warmly welcome candidates with diverse experience levels. Please note that many successful hires do not meet every single qualification. We encourage applications from individuals from underrepresented groups, as studies indicate they may be less likely to apply if they feel they must meet every single prerequisite. If this role excites you, please apply and allow our recruiters to assess your background.

Global Hiring Guidelines: GitLab hires team members from countries globally. While all roles are remote, certain roles may have location based eligibility requirements. Our Talent Acquisition team is available to address location queries after the recruiting process begins.