Regional Sales Director, National Security Group

Xapply; Northern (KY); Hybrid; USD 148,000 - 248,000; Full time

Benefits offered by this job

Flexible PTO

Employee Resource Groups

Equity & ESPP

Growth & Development Fund

Parental Leave

Job summary

GitLab is seeking a Director of Regional Sales for its National Security Group (NSG). You will coach a field-based team of Account Executives, drive new and expansion revenue across US federal NSG departments, and lead large-deal strategies and executive negotiations.

You'll partner with senior leadership to align FedRAMP offerings with agency needs, shape roadmaps, and manage field feedback. Travel to key accounts and teams is expected.

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 environments (e.g., FedRAMP) or similar markets.
• Success selling and coaching teams through complex enterprise deals with large public sector accounts.

Responsibilities

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue targets.
• Lead new business and expansion strategy across priority accounts to meet bookings targets.
• Own regional forecasting, data quality, and reviews using MEDDPICC to quantify pipeline health.
• Guide complex federal procurement processes with distributors and partners to secure multi-year contracts.
• Shape sales approach for FedRAMP-enabled offerings to increase platform adoption.
• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account plans.
• Expand within large agencies through cross-sells and upsells while balancing near-term revenue and long-term adoption.
• Meet customers in the field and travel as needed for key meetings and negotiations.

Skills

Open source sales

DevOps knowledge

Sales leadership

Regulated markets

MEDDPICC

Executive relationships

Team leadership

Channel partners

Tools

Salesforce

CRM tools

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables 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.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

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 development, security, and operations (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. This includes shaping offerings authorized under the Federal Risk and Authorization Management Program (FedRAMP), bringing field feedback into the roadmap, and building long-term growth within large agencies. You'll travel as needed for customer meetings and team engagements.

What you'll do

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets while building an accountable, inclusive team.
• 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 (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition) 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 and increasing platform adoption.
• Work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns that support retention and expansion.
• Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term platform adoption.
• 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.

What you'll bring

• 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 customer relationship management (CRM) and marketing automation tools.
• Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or similar government software-as-a-service 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. We welcome transferable skills in enterprise technology sales and team leadership from a range of backgrounds.

About the team

The NSG sales team is an all-remote organization. We collaborate asynchronously across regions and work with federal distributors and systems integrators, including Carahsoft, to support government customers.

Our work supports GitLab's mission to enable everyone to contribute to and co-create the software that powers our world. We value transparency and collaboration, and you'll have the autonomy and accountability to own your results.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$148,000 — $248,400 USD

How GitLab Supports Full-Time Employees

• 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification.

Country Hiring Guidelines:

GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.