Public Sector Enablement Lead - GitLab

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.

Overview of the Role

GitLab’s Enablement & AI organization helps revenue teams build the knowledge, skills, tools, and confidence they need to sell GitLab effectively and deliver better customer outcomes. The team partners across Sales, Customer Success, Solutions Architecture, Partnerships, Product, Marketing, and Operations to turn business priorities into scalable programs, practical content, training, onboarding, and accreditations.

This role supports GitLab's Public Sector team and reports to the Vice President, Enablement & AI. Candidates located in the DC Metro area are preferred, but location is flexible within the United States.

What You'll Do

• Develop and lead the successful execution of sales enablement programs to ensure internal and external Public Sector (PubSec) customers and partners are equipped with content, resources, tools, and training across Federal, State, Local, and Education (SLED) markets.
• Partner with Public Sector field leadership to identify needs, build plans, and deliver tailored content aligned with federal, state, local, and education buying environments and procurement cycles.
• Scope and build new enablement content focused on product knowledge, skill development, onboarding, leadership development, and compliance-specific topics for the Public Sector business.
• Collaborate with enablement content and operations teams, as well as SMEs, to develop core sales training and enablement curricula.
• Ensure alignment of sales enablement activities with key internal and external events, product releases, campaigns, and trade shows relevant to the Public Sector community.
• Leverage Salesforce, Clari, Claude, and other tools to deliver training and educate the team on leveraging technology for federal contracting and deal processes.
• Develop sales training job aids, supporting materials, and assessments (including Deal Desk and compliance-related guidance).
• Measure and report on the effectiveness of sales enablement investments against leading and lagging business indicators.
• Identify innovative learning techniques and continuous improvements for sales learning experiences within a Public Sector context.

What You'll Bring

• Progressive experience in a SaaS or software sales enablement role, preferably with expertise in DevOps and/or Open Source.
• Required experience supporting Public Sector, Federal, or SLED go-to-market teams in a government or regulated industry context.
• Working knowledge of Public Sector procurement, compliance, and contracting requirements (e.g., FedRAMP, DAP, air-gapped/on-prem deployment considerations, federal account routing).
• Proven track record of executing impactful enablement projects on time.
• Demonstrated ability to build relationships with sales leaders and teams within Public Sector or Federal organizations.
• Working knowledge of sales training technology and methodologies.
• Experience developing and executing sales effectiveness strategies tailored to Public Sector buying cycles.
• Ability to translate technical concepts for audiences with varying technical expertise.
• Exceptional written and verbal communication, presentation, and cross-functional project management skills.
• Willingness to travel as needed for team offsites or training events.

How GitLab Will Support You

• Benefits to support health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Paid Parental Leave
• Home office equipment support