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Salary: USD 139,000 - 220,000 / annual
GitLab is seeking a Public Sector Enablement Lead to develop and execute sales enablement programs for the Public Sector (Federal, State, Local, and Education/SLED) business. This role reports to the Vice President of Enablement & AI and is part of GitLab's Enablement & AI organization, which partners across Sales, Customer Success, Solutions Architecture, Partnerships, Product, Marketing, and Operations to drive field productivity and business growth.
Key Responsibilities:
- Develop and lead sales enablement programs tailored to Public Sector customers and partners, ensuring they have content, resources, tools, and training to effectively sell GitLab solutions across federal, state, local, and education markets.
- Partner with Public Sector field leadership to identify needs, build plans, and deliver customized content reflecting the nuances of SLED buying environments and procurement cycles.
- Scope and build new enablement content including product knowledge, skill development, onboarding, and leadership development programs specific to Public Sector.
- Collaborate with enablement content and operations teams and subject matter experts to develop core sales training curriculum customized for Public Sector, including compliance-specific content for internal and external audiences.
- Align sales enablement activities with key events such as product releases, campaigns, and industry trade shows relevant to the Public Sector community.
- Leverage Salesforce, Clari, Claude, and other tools to deliver training and educate the Public Sector team on tools supporting federal contracting and deal processes.
- Develop sales training job aids, supporting materials, and assessments to enhance field effectiveness, including Deal Desk and compliance-related guidance.
- Measure and report on enablement investment effectiveness and program outcomes, tracking leading and lagging indicators tied to Public Sector business results.
- Identify opportunities to improve the sales learning experience and innovate delivery techniques within a Public Sector context.
Requirements:
- Demonstrated progressive experience in SaaS or software sales enablement, preferably with DevOps and/or Open Source expertise.
- Required experience supporting Public Sector, Federal, or SLED go-to-market teams in a government or regulated industry context.
- Working knowledge of Public Sector procurement, compliance, and contracting requirements (FedRAMP, DAP, air-gapped/on-prem deployment considerations, federal account routing).
- Ability to consistently meet deadlines and execute projects with positive stakeholder impact.
- Experience building relationships with sales leaders and teams within Public Sector or Federal organizations.
- Working knowledge of sales training technology and methodologies; demonstrable experience with sales enablement concepts, practices, and procedures.
- Relevant experience preparing, developing, and executing sales effectiveness strategies and action plans tailored to Public Sector buying cycles.
- Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise (sales teams, customers, channel partners, internal support partners).
- Strong ability to interact and influence effectively with field sales professionals and management.
- Exceptional written and verbal communication and presentation skills.
- Team player with strong interpersonal skills, skilled at project and change management and cross-functional collaboration.
- Ability to thrive in a fast-paced, unpredictable environment.
- Ability to travel as needed for events such as team offsites or training.
