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Salary: USD 148,000 - 248,400 / annual
GitLab is seeking a Regional Sales Director for its National Security Group (NSG) to lead a field-based team of Account Executives driving new and expansion revenue across US federal NSG departments. You will coach and grow the sales team, spend time with key accounts, lead large-deal strategy and executive negotiations, and help agencies adopt GitLab's DevSecOps platform through complex federal procurement processes.
Key responsibilities include recruiting, hiring, and leading Account Executives to achieve regional revenue and growth targets while building an accountable, inclusive team. You will lead new business and expansion strategy, generating and progressing pipeline across priority accounts to meet quarterly and annual bookings targets. You will own regional forecasting, opportunity data quality, and deal reviews using MEDDPICC methodology to give senior leadership clear visibility into pipeline health, commitments, and risks.
You will guide complex federal procurement processes with distributors and partners, including Carahsoft and systems integrators, navigating contracting vehicles, funding cycles, and agency-specific buying processes to secure multi-year contracts and expansions. You will shape the sales approach for regulated environments, connecting FedRAMP-authorized offerings and mission-critical DevSecOps use cases to agency needs and increasing platform adoption.
Collaboration is central to this role: you will work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns that support retention and expansion. You will expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term platform adoption. 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.
The NSG sales team is all-remote and collaborates asynchronously across regions. GitLab is the intelligent orchestration platform for DevSecOps, trusted by more than 50 million registered users and over 50% of the Fortune 100.
REQUIREMENTS:
- Experience in open source software, DevOps, or related enterprise technology sales
- Process- and data-driven approach to sales operations, including advanced use of Salesforce and other CRM and marketing automation tools
- Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or similar government SaaS 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; transferable skills in enterprise technology sales and team leadership from a range of backgrounds are welcome
