Regional Sales Director, Public Sector - DoW

GitLab
United States
Workplace: RemoteFull timeUSD 148,000 - 248,400 annuallyFunction: SalesSkills: ["Coaching","Leadership","Forecasting","Negotiation","Stakeholder management"]

Lead a field-based, all-remote regional sales organization for GitLab’s Department of War (DoW) federal business. Drive new and expansion revenue, manage and grow a team of Account Executives, and own MEDDPICC-based deal qualification, forecasting, and opportunity hygiene. Execute complex federal procurement motions with distributors and partners to secure multi-year contracts, shape FedRAMP-aligned go-to-market strategy, and land-and-expand within large, federated public sector organizations.

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FursaFursa
GitLab
GitLab
3 days ago

Regional Sales Director, Public Sector - DoW

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Source: Company careers pageValidated by: Fursa AI
Last checked: 5 hours agoStatus: Live

Job Summary

Lead a field-based, all-remote regional sales organization for GitLab’s Department of War (DoW) federal business. Drive new and expansion revenue, manage and grow a team of Account Executives, and own MEDDPICC-based deal qualification, forecasting, and opportunity hygiene. Execute complex federal procurement motions with distributors and partners to secure multi-year contracts, shape FedRAMP-aligned go-to-market strategy, and land-and-expand within large, federated public sector organizations.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Lead, recruit, hire, and coach Account Executives to achieve regional revenue and growth targets in an all-remote organization.
  • •Drive new business and expansion strategy for key DoW accounts, generating and converting pipeline against quarterly and annual bookings goals.
  • •Own regional forecasting, pipeline inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification to improve win rates and shorten sales cycles.
  • •Execute complex federal procurement motions with distributors and partners (e.g., Carahsoft, systems integrators), navigating contracting vehicles and funding cycles to secure multi-year contracts and expansions.
  • •Shape go-to-market strategy for regulated environments, including FedRAMP-authorized offerings and mission-critical DevSecOps use cases, and drive land-and-expand motions across federated organizations.

Pay and Benefits

Salary: USD 148,000 - 248,400 annually
Perks:Paid LeaveEquityLearning BudgetParental Leave

Key Requirements

  • •Experience building and leading regional, field-based sales teams in open source software, DevOps, or related enterprise technology environments.
  • •Proficiency in process- and data-driven sales operations, including advanced use of Salesforce and other CRM/marketing automation tools.
  • •Experience selling or leading in regulated or compliance-driven environments (e.g., FedRAMP or similar government SaaS frameworks) or ability to ramp quickly.
  • •Track record selling complex enterprise deals into large public sector accounts with long-cycle opportunities and multiple stakeholders.
  • •Familiarity with sales methodologies such as MEDDPICC, including pipeline generation, qualification, forecasting, and deal inspection.
Experience:Open sourceDevOpsEnterprise technologyGovernment software-as-a-serviceFedRAMP
Skills:CoachingLeadershipForecastingNegotiationStakeholder management
Languages:English
Tech Stack:SalesforceCRMMarketing automation

Company Brief

GitLab
Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2011
WebsiteLinkedIn