Regional Sales Director, Public Sector - DoW
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GitLabDevSecOps Software
Location: Remote, United StatesFull-TimeDirector
Salary$148,000 — $248,400 USD
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Job Details
- Required Skills
- SalesforceCRM
Requirements
- Experience building and leading regional, field-based sales teams in open source software, DevOps, or enterprise technology.
- Background in process- and data-driven sales operations using Salesforce and CRM/marketing automation tools.
- Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or SaaS government frameworks.
- Demonstrated success selling and guiding teams to sell complex enterprise deals into large public sector accounts.
- Familiarity with formal sales methodologies such as MEDDPICC.
- Ability to coach, develop, and hire sales talent.
- Skill in managing C-level and senior stakeholder relationships.
- Alignment with GitLab's values and leadership expectations.
Responsibilities
- Lead, recruit, hire, and coach a high-performing team of Account Executives covering Department of War to achieve regional revenue targets.
- Drive strategy and execution for new business and expansion to meet or exceed quarterly and annual bookings targets.
- Own regional forecasting, inspection rigor, and MEDDPICC-based deal qualification.
- Execute complex federal procurement motions, navigating distributors, partners, contracting vehicles, and agency-specific buying processes.
- Drive go-to-market strategy for regulated environments, shaping FedRAMP-authorized offerings and mission-critical DevSecOps use cases.
- Collaborate with Renewals, Customer Success, Marketing, and Product to deliver cohesive customer experiences and support expansion.
- Engage directly in the field and travel as needed for key customer meetings and deal reviews.
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