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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 group of Account Executives who collaborate asynchronously across regions and work closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to deliver consistent, predictable growth. We focus on building long-term platform relationships with large, federated organizations, navigating complex procurement processes and contracting vehicles, and bringing clear feedback from the field back into GitLab's roadmap and go-to-market approach for government customers.