Regional Sales Director – Public Sector

GitLab

Regional sales director leading GitLab's DevSecOps platform sales to Department of War accounts. Building teams, navigating federal procurement, and driving public-sector revenue growth.

Posted 8/21/2026full-timeRemote • 🇺🇸 United StatesLead💰 $148,000 - $248,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing high-performing sales teams in regulated environments, with a strong focus on driving revenue growth through strategic account management and complex deal qualification. Proficient in utilizing sales methodologies like MEDDPICC and advanced CRM tools to optimize pipeline management and forecasting.

Highest-signal resume keywords

Team LeadershipSales Strategy DevelopmentMEDDPICC MethodologySalesforce ProficiencyRegulated Environment Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyPipeline GenerationDeal QualificationForecastingEnterprise SalesComplex Deal ManagementSales OperationsRegulatory ComplianceDevSecOpsOpen Source Software

Soft Skills

CoachingNegotiationStakeholder ManagementCollaborationCommunication

Tools & Technologies

SalesforceCRM ToolsMarketing Automation Tools

Industry Keywords

Federal ProcurementFedRAMPPublic Sector AccountsEnterprise TechnologySaaS Frameworks

Tech Stack

Tools & technologies

Open Source

About the role

Key responsibilities & impact

Lead, recruit, hire, and coach a high-performing team of Account Executives covering the Department of War to achieve regional revenue and growth targets
Drive strategy and execution for new business and expansion across key Department of War accounts
Generate, progress, and convert pipeline to meet or exceed quarterly and annual bookings targets
Own regional forecasting, inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification
Lead complex federal procurement motions involving distributors, partners, contracting vehicles, funding cycles, and agency-specific buying processes
Drive go-to-market strategy for regulated environments and shape FedRAMP-authorized offerings and mission-critical DevSecOps use cases
Collaborate with Renewals, Customer Success, Marketing, Product, distributors, and systems integrators on account plans, roadmap feedback, campaigns, and customer experience
Drive land-and-expand motions, cross-sells, upsells, and multi-year platform growth
Engage directly in the field and travel as needed for customer meetings, deal reviews, and team engagements
Operate effectively in GitLab's asynchronous, all-remote environment

Requirements

What you’ll need

Experience building and leading regional, field-based sales teams in open source software, DevOps, or related enterprise technology environments
Background in process- and data-driven sales operations, including 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, impact levels, or similar government SaaS frameworks, or ability to ramp quickly in highly regulated markets
Demonstrated success selling and guiding teams to sell complex enterprise deals into large public sector accounts, including long-cycle opportunities with multiple stakeholders
Familiarity with MEDDPICC or similar sales methodologies, including pipeline generation, qualification, forecasting, and deal inspection
Ability to coach, develop, and hire sales talent
Skill in managing C-level and senior stakeholder relationships, including executive-level meetings and negotiations
Alignment with GitLab's values and leadership expectations
Openness to candidates from diverse backgrounds with transferable skills in enterprise technology sales and team leadership
Must be a resident of the United States

Benefits

Comp & perks

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
Incentive pay targeted at up to 100% of the offered base salary