Territory Sales Manager

An overview of this role

As a strategic Territory Sales Manager for Japan, you will own and grow your Digital Native and Retail territory with GitLab’s enterprise relationships in the Japan market. You’ll help Enterprise organizations realize the full value of GitLab’s AI-powered DevSecOps platform by leading the entire sales cycle, from prospecting and qualification through rollout and long-term adoption. Reporting to an Area Sales Manager or Regional Director, you’ll use a consultative approach to understand complex customer needs, guide them through evaluation, and coordinate pre- and post-sales resources to ensure successful deployments and visible business outcomes.

You’ll work under minimal supervision on complex deals, act as the voice of the customer into GitLab, and partner closely with our strategic channel partners to generate qualified opportunities and develop new customers. In your first year, you’ll be expected to establish and execute clear account plans for enterprise prospects and customers in the Japan market, build strong internal and external stakeholder relationships, and consistently manage your forecast and pipeline with transparency and discipline.

What you’ll do

• Support GitLab’s strategic prospects and customers in your territory in Japan Market, with a focus in the Digital Natives and Retail industry, owning the full sales cycle for enterprise accounts
• Lead account strategy by developing and executing account plans aligned to each customer’s business needs and long-term goals
• Conduct prospecting and opportunity development activities in named large and strategic accounts, including working closely with strategic channel partners to generate qualified leads and new customers
• Coordinate pre- and post-sales engagement with solutions architects, customer success, and support teams to ensure successful rollout, adoption, and expansion of GitLab products
• Provide clear account leadership, including regular activity, pipeline, and forecast reporting to sales management
• Analyze wins and losses, contribute to root cause analysis, and share lessons learned with account managers, marketing, and technical teams to improve future outcomes
• Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal channels
• Use a consultative sales approach to uncover business issues, shape solution recommendations, and deliver compelling proposals, quotes, and presentations that address customer requirements

What you’ll bring

• Experience managing complex sales cycles with large, strategic enterprise customers, selling into the Digital Natives and retail segment
• Proven ability to prospect, qualify, and develop new opportunities while also growing existing accounts through strong account management
• Skill in leading pre- and post-sales activities, coordinating with technical, support, and channel partners to drive adoption and expansion
• Proficiency in consultative selling, including uncovering business needs, building account plans, and delivering proposals and presentations that align GitLab solutions to customer outcomes
• Ability to prepare and maintain accurate activity, pipeline, and forecast reports, and to contribute to win/loss and root cause analysis
• Effective communication and collaboration skills to share customer feedback and lessons learned with sales management, product, marketing, and technical teams
• Familiarity with software development concepts and tools, with preferred exposure to Git, software development tools, or application lifecycle management
• Alignment with GitLab’s values, openness to learning, and interest in applying transferable skills even if your background does not match every requirement exactly

About the team

The Territory Sales Manager will join our enterprise sales team, which focuses on driving GitLab adoption with large customers in the Japan market. The team is responsible for the full relationship lifecycle with enterprise accounts, from initial engagement through long-term expansion and advocacy, ensuring customers realize value from GitLab’s DevSecOps platform. Team members work in an all-remote, distributed environment and collaborate asynchronously across time zones with sales leadership, solutions architects, customer success, marketing, and channel partners. The team is currently focused on maintaining and growing our existing footprint in the region, executing a consistent global sales motion while adapting to local customer needs and partnering closely with strategic channel organizations to reach and support key accounts.

Additional details about our process can be found on our hiring page.