Regional Sales Director, Public Sector - DoW

About this role

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.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

* Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As the Director of Regional Sales, you will lead a high-performing, field-based sales organization focused on GitLab's rapidly growing Department of War (DoW) federal business. You'll be accountable for driving new and expansion revenue across the DoW, acting as a co-captain with senior leadership while managing, coaching, and growing a team of Account Executives. You'll spend meaningful time in the field with key accounts, own large deal strategy and C-level negotiations, and guide your team through complex federal procurement motions, including distributors, partners, contracting vehicles, and funding cycles. By partnering closely with Renewals, Customer Success, Product, and Marketing, you'll align our go-to-market approach for regulated environments, ensure our FedRAMP-authorized offerings and roadmap reflect agency needs, and build durable, land-and-expand growth across large, federated public sector organizations.

What you'll do

• Lead, recruit, hire, and coach a high-performing team of Account Executives covering Department of War (DoW) to achieve regional revenue and growth targets while fostering an accountable, inclusive, high-performance culture across an all-remote organization.

• Drive strategy and execution for new business and expansion, generating, progressing, and converting pipeline across key DoW accounts to meet or exceed quarterly and annual bookings targets.

• Own regional forecasting, inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification so senior leadership has clear visibility into pipeline health, commit, and risk and the team improves win rates and shortens sales cycles.

• Lead and execute complex federal procurement motions, working with distributors and partners such as Carahsoft and systems integrators and navigating contracting vehicles, funding cycles, and agency-specific buying processes to secure new multi-year contracts and expansions.

• Drive go-to-market strategy for regulated environments, shaping FedRAMP-authorized offerings and mission-critical DevSecOps use cases across accounts to increase platform adoption and usage in priority accounts.

• Collaborate closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to align on account plans, translate field requirements into roadmap and campaigns, and deliver a cohesive customer experience that supports retention and expansion.

• Drive land-and-expand motions within large, federated organizations , securing new workloads, cross-sells, and upsells that balance near-term revenue goals with long-term platform adoption and multi-year growth.

• Engage directly in the field and travel as needed to support key customer meetings, large deal reviews, and team engagements, deepening executive relationships and accelerating deal cycles while operating effectively in GitLab's asynchronous environment.

What you'll bring

• 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 to run trackable, repeatable sales motions.

• Experience selling or leading teams in regulated or compliance-driven environments (for example FedRAMP, impact levels, or similar government software-as-a-service frameworks), or the 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 formal sales methodologies such as MEDDPICC or similar frameworks, including pipeline generation, qualification, forecasting, and deal inspection.

• Ability to coach, develop, and hire sales talent while fostering an accountable, collaborative, and inclusive team culture.

• Skill in managing C-level and senior stakeholder relationships, including running executive-level meetings and negotiations within large, federated organizations.

• Alignment with GitLab's values and leadership expectations, with openness to candidates from diverse backgrounds who bring transferable skills in enterprise technology sales and team leadership.

About the team

The Department of War (DoW) federal sales team is a field-based, all-remote organization responsible for driving adoption of GitLab's DevSecOps platform across DoW organizations, including regulated and classified environments. You'll lead a

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