Federal NSG Regional Sales Director

GitLab; United States; Remote; USD 148,000 - 248,000; Full time

Benefits offered by this job

Benefits to support your health, Finan

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Director of Regional Sales for the 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 team, engage key accounts, and lead large-deal strategy and executive negotiations to advance GitLab's DevSecOps platform in regulated environments. Remote, nationwide within the United States.

Qualifications

• Experience in open source software, DevOps, or related enterprise technology sales.
• A process- and data-driven approach to sales operations, including Salesforce and other CRM/marketing tools.
• Experience selling or leading teams in regulated or compliance-driven environments (e.g., FedRAMP) or ability to learn quickly in highly regulated markets.
• Success selling and coaching teams through complex enterprise deals with large public sector accounts and long sales cycles.
• Familiarity with MEDDPICC or a similar sales methodology, including pipeline generation, qualification, forecasting, and deal reviews.

Responsibilities

• 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.
• Own regional forecasting, opportunity data quality, and deal reviews using MEDDPICC to provide visibility into pipeline health.
• Guide complex federal procurement processes with distributors and partners to secure multi-year contracts and expansions.
• Shape the sales approach for regulated environments, aligning FedRAMP offerings with agency needs and increasing platform adoption.
• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account plans and campaigns.
• Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term adoption.
• Travel to meet customers, build executive relationships, and lead negotiations in GitLab's asynchronous environment.

Skills

Open source software

DevOps

Enterprise sales

Sales operations

Regulated markets

MEDDPICC

Leadership

Executive relationship management

Tools

Salesforce

CRM

Marketing automation

Job description

GitLab is seeking a Director of Regional Sales for the 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 team, engage key accounts, and lead large-deal strategy and executive negotiations to advance GitLab's DevSecOps platform in regulated environments. Remote, nationwide within the United States.