An overview of this roleAs Director of Regional Sales for GitLab's National Security Group (NSG), you'll lead a field-based team of Account Executives driving new and expansion revenue across US federal NSG departments. You'll coach and grow the team, spend time with key accounts, and lead large-deal strategy and executive negotiations. Your work will help agencies adopt GitLab's development, security, and operations (DevSecOps) platform through complex federal procurement processes.
You'll partner with senior leadership, Renewals, Customer Success, Product, and Marketing to align our sales approach with agency needs. This includes shaping offerings authorized under the Federal Risk and Authorization Management Program (FedRAMP), bringing field feedback into the roadmap, and building long-term growth within large agencies. You'll travel as needed for customer meetings and team engagements.
What you'll do- Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets while building an accountable, inclusive team.
- Lead new business and expansion strategy, generating and progressing pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.
- Own regional forecasting, opportunity data quality, and deal reviews. Use MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition) to qualify opportunities and give senior leadership clear visibility into pipeline health, commitments, and risks.
- Guide complex federal procurement processes with distributors and partners, including Carahsoft and systems integrators. Navigate contracting vehicles, funding cycles, and agency-specific buying processes to secure multi-year contracts and expansions.
- Shape the sales approach for regulated environments, connecting FedRAMP-authorized offerings and mission-critical DevSecOps use cases to agency needs and increasing platform adoption.
- Work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns that support retention and expansion.
- Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term platform adoption.
- Meet customers in the field and travel as needed for key account meetings, large-deal reviews, and team engagements. Build senior executive relationships and lead negotiations while working effectively in GitLab's asynchronous environment.
What you'll bring- Experience in open source software, DevOps, or related enterprise technology sales.
- A process- and data-driven approach to sales operations, including advanced use of Salesforce and other customer relationship management (CRM) and marketing automation tools.
- Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or similar government software-as-a-service frameworks, or the ability to learn quickly in highly regulated markets.
- Success selling and coaching teams through complex enterprise deals with large public sector accounts, including long sales cycles and multiple stakeholders.
- Familiarity with MEDDPICC or a similar sales methodology, including pipeline generation, qualification, forecasting, and deal reviews.
- Experience hiring, coaching, developing, and leading regional, field-based sales teams while building an accountable, collaborative, and inclusive team.
- Skill in managing senior executive relationships and leading executive meetings and negotiations within large organizations with multiple departments and decision-makers.
- Alignment with GitLab's values and leadership expectations. We welcome transferable skills in enterprise technology sales and team leadership from a range of backgrounds.
About the teamThe NSG sales team is an all-remote organization. We collaborate asynchronously across regions and work with federal distributors and systems integrators, including Carahsoft, to support government customers.
Our work supports GitLab's mission to enable everyone to contribute to and co-create the software that powers our world. We value transparency and collaboration, and you'll have the autonomy and accountability to own your results.
The base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$148,000-$248,400 USD
How GitLab Supports Full-Time Employees- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
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 the recruiting process.
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