GitLab · 1 hour ago
Director, Regional Sales - PubSec, Civilian
United States
Full-time
Remote
Director/Executive
$136K/yr - $240K/yrGitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. As the Director of Regional Sales, you will lead a high-performing sales organization focused on driving new and expansion revenue across civilian agencies, managing a team of Account Executives and guiding them through complex federal procurement processes.
Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS
Responsibilities
Lead, recruit, hire, and coach a high-performing team of Account Executives covering Civilian (CIV) federal agencies 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 Civilian 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 Civilian agencies 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 agencies, 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
Qualification
Required
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
Benefits
Flexible Paid Time Off
Team Member Resource Groups
Equity Compensation & Employee Stock Purchase Plan
Growth and Development Fund
Parental leave
Home office support
Company
GitLab
GitLab is a web-based Git repository manager that offers a variety of features for software development teams.
Founded in 2014
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$413.5MKey Investors
ICONIQ GrowthGoogle VenturesAugust Capital
2021-10-14IPO
2019-09-17Series E· $268M
2018-09-19Series D· $100M
Leadership Team
Bill Staples
Chief Executive Officer
Sytse Sijbrandij
Co-founder and Executive Chair
Recent News
2026-01-22
2026-01-22
The Motley Fool
2026-01-21
Company data provided by crunchbase