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GitLab is seeking a Regional Sales Director to lead its Department of War (DoW) federal sales organization. You will manage a high-performing team of Account Executives focused on driving new and expansion revenue across the DoW, while serving as a co-captain with senior leadership. Your responsibilities include building and coaching the sales team, owning regional forecasting and deal strategy, and directly engaging with key accounts on large deals and C-level negotiations.
You will guide your team through complex federal procurement processes, including work with distributors like Carahsoft, systems integrators, and navigation of contracting vehicles and funding cycles specific to government agencies. A critical part of this role is developing go-to-market strategy for regulated environments, ensuring GitLab's FedRAMP-authorized offerings and product roadmap align with agency needs. You'll drive land-and-expand motions within large, federated public sector organizations to secure new workloads and cross-sells.
Close collaboration with Renewals, Customer Success, Product, and Marketing teams is essential to align the go-to-market approach, translate field requirements into product roadmap priorities, and deliver cohesive customer experiences that support retention and expansion. You will spend meaningful time in the field supporting key customer meetings, large deal reviews, and team engagements, with travel as needed.
Required experience includes building and leading regional, field-based sales teams in open source software, DevOps, or enterprise technology. You should have a strong background in process- and data-driven sales operations, including advanced Salesforce and CRM proficiency. Experience selling into or leading teams in regulated, compliance-driven environments (FedRAMP, impact levels, or similar government SaaS frameworks) is highly valued, as is demonstrated success with complex enterprise deals into large public sector accounts with long sales cycles and multiple stakeholders.
