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.