Regional Sales Director – National Security Group

Job Description:

• Recruit, hire, lead, and coach Account Executives covering National Security Group departments
• Drive regional revenue and growth targets and build an accountable, inclusive team
• Lead new business and expansion strategy across priority accounts
• Generate and progress pipeline to meet quarterly and annual bookings targets
• Own regional forecasting, opportunity data quality, and deal reviews
• Use MEDDPICC to qualify opportunities and provide leadership 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
• Shape sales approaches for regulated environments using FedRAMP-authorized offerings and DevSecOps use cases
• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, roadmap feedback, and campaigns
• Expand within large agencies through new workloads, cross-sells, and upsells
• Meet customers in the field, travel as needed, build executive relationships, and lead negotiations in an asynchronous environment

Requirements:

• Experience in open source software, DevOps, or related enterprise technology sales
• Process- and data-driven sales operations approach
• 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 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
• 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

Benefits:

• 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
• Sales incentive pay targeted at up to 100% of offered base salary