Regional Manager, SMB - EMEA

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.