Regional Sales Director, National Security Group

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

As 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 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, including shaping offerings authorized under FedRAMP. Travel as needed for customer meetings and team engagements.

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets.
• 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 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.
• Work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns.
• Expand within large agencies through new workloads, cross-sells, and upsells.
• 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.

• 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 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.
• Skill in managing senior executive relationships and leading executive meetings and negotiations within large organizations.
• Alignment with GitLab's values and leadership expectations.

The base salary range for this role’s listed level is currently for residents of the United States only: $148,000—$248,400 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. GitLab offers benefits to support your health, finances, and well-being, including Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.

Apply via the provided Greenhouse link.