Regional Sales Director (National Security Group)

Join GitLab as the Regional Sales Director for the National Security Group (NSG). In this role, you will lead a field-based team of Account Executives, drive new and expansion revenue across US federal NSG departments, and shape our sales approach to align with agency needs. You will also partner with senior leadership, Renewals, Customer Success, Product, and Marketing to support retention and expansion. This is a remote position with travel as needed for customer meetings and team engagements.

• 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. Use MEDDPICC to qualify opportunities and give senior leadership clear visibility into pipeline health.

• 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
• A process- and data-driven approach to sales operations, including advanced use of Salesforce and other customer relationship management (CRM) and marketing automation tools
• Familiarity with MEDDPICC or a similar sales methodology, including pipeline generation, qualification, forecasting, and deal reviews
• Alignment with GitLab's values and leadership expectations. We welcome transferable skills in enterprise technology sales and team leadership from a range of backgrounds
• Experience hiring, coaching, developing, and leading regional, field-based sales teams while building an accountable, collaborative, and inclusive team
• Experience in open source software, DevOps, or related enterprise technology sales
• Skill in managing senior executive relationships and leading executive meetings and negotiations within large organizations with multiple departments and decision-makers
• Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application