Regional Sales Director, National Security Group (Fully Remote)

GitLab; United States; Remote; USD 90,000 - 150,000; Full time

Job summary

GitLab is seeking an Account Executive leader in the United States to recruit, hire, and coach a high-performing AE team, driving regional revenue growth across NSG accounts. You will own new business and expansion strategy, build pipeline, and guide complex procurements with partners like Carahsoft, balancing near-term revenue with long-term adoption.

This role requires experience in open source/DevOps sales, Salesforce CRM proficiency, and ability to lead in an asynchronous GitLab culture.

Qualifications

• Experience in open source software, DevOps, or related enterprise technology sales.
• Process- and data-driven approach using Salesforce and CRM tools, with familiarity with MEDDPICC.
• Experience selling or leading teams in regulated environments such as FedRAMP.

Responsibilities

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue targets.
• Lead new business and expansion strategy, generating pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.
• Own regional forecasting, opportunity data quality, and deal reviews using MEDDPICC for clear visibility into pipeline health.

Skills

Open source software sales

DevOps knowledge

Executive relationship building

Tools

Salesforce

Job description

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets.
• Lead new business and expansion strategy, generating pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.
• Own regional forecasting, opportunity data quality, and deal reviews using MEDDPICC for clear visibility into pipeline health.

What you'll bring:

• Experience in open source software, DevOps, or related enterprise technology sales.
• Process- and data-driven approach using Salesforce and CRM tools, plus familiarity with MEDDPICC.
• Experience selling or leading teams in regulated, compliance-driven environments such as FedRAMP.

About the role:

• Guide complex federal procurement processes with distributors and partners, including Carahsoft.
• Build senior executive relationships and lead negotiations while working effectively in GitLab's asynchronous environment.
• Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term adoption.

GitLab

GitLab is the intelligent orchestration platform for DevSecOps, helping organizations increase developer productivity and accelerate digital transformation. Trusted by more than 50 million registered users and over 50% of the Fortune 100, GitLab fosters a high-performance, values-driven culture and embraces AI as a core productivity multiplier.