Regional Sales Director, National Security Group

Remote; San Francisco (CA); Remote; USD 180,000 - 240,000; Full time

Job summary

GitLab in the United States is seeking a Director of Regional Sales for the National Security Group (NSG). This role leads a field-based team of Account Executives, coaching and driving new and expansion revenue across US federal NSG departments.

You will align with senior leadership, shape FedRAMP offerings, and travel as needed to close large multi-year contracts. You’ll partner with Renewals, Customer Success, Product, and Marketing to optimize offerings, drive adoption, and ensure pipeline

Qualifications

• Experience in open source software, DevOps, or related enterprise sales.
• A process- and data-driven approach to sales operations with CRM tools.
• Experience selling in regulated environments such as FedRAMP.
• Success selling and coaching teams through complex enterprise deals with public sector.
• Familiarity with MEDDPICC or a similar sales methodology.
• Experience hiring and leading regional, field-based sales teams.
• Ability to manage senior executive relationships and negotiations.

Responsibilities

• Recruit, hire, lead, and coach Account Executives covering NSG departments.
• Lead new business and expansion strategy across priority accounts to meet targets.
• Own regional forecasting, data quality, and deal reviews using MEDDPICC.
• Guide complex federal procurement processes with distributors and partners like Carahsoft.
• Shape FedRAMP-aligned offerings and drive platform adoption.
• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners.
• Expand within large agencies through new workloads, cross-sells, and upsells.
• Meet customers in the field and travel for key meetings and negotiations.

Skills

Open source

Sales leadership

FedRAMP

MEDDPICC

Enterprise sales

Executive relationship

Data-driven

Tools

Salesforce

CRM systems

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.