Regional Sales Director, National Security Group - GitLab

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security risk, and accelerate digital transformation. More than 50 million registered users trust GitLab to ship better, more secure software faster.

Overview

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 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, shape FedRAMP-authorized offerings, and build long-term growth within large agencies.

What You'll Do

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets.
• 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 using MEDDPICC to qualify opportunities and give senior leadership clear visibility into pipeline health and commitments.
• Guide complex federal procurement processes with distributors and partners (including Carahsoft and systems integrators), navigating contracting vehicles and funding cycles.
• Shape the sales approach for regulated environments, connecting FedRAMP-authorized offerings and mission-critical DevSecOps use cases to agency needs.
• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns.
• Expand within large agencies through new workloads, cross-sells, and upsells.
• Travel as needed for key account meetings, large-deal reviews, and team engagements while working effectively in GitLab's asynchronous environment.

What You'll Bring

• Proven 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 CRM tools.
• Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or similar government SaaS frameworks.
• Demonstrated success selling and coaching teams through complex enterprise deals with large public sector accounts.
• Strong familiarity with MEDDPICC or a similar sales methodology for pipeline generation, qualification, forecasting, and deal reviews.
• Experience hiring, coaching, developing, and leading regional, field-based sales teams.
• Demonstrated skill in managing senior executive relationships and leading negotiations within complex organizations.

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 to support government customers. We value transparency and collaboration, giving you the autonomy and accountability to own your results.