Regional Sales Director, Public Sector - DoW

ABOUT THE ROLE GitLab is the intelligent orchestration platform that powers the entire DevSecOps lifecycle for millions of developers worldwide. As the Regional Sales Director for the Department of War, you will spearhead a high‑performing, field‑based sales organization that drives new and expansion revenue across a rapidly growing federal portfolio. You will partner with senior leadership to set strategy, coach a team of Account Executives, and lead complex procurement motions that span distributors, partners, and multi‑year contracting vehicles. Your influence will shape the FedRAMP‑authorized roadmap, align cross‑functional teams, and cultivate long‑term, land‑and‑expand growth within large, federated public sector organizations. WHAT YOU'LL DO You will recruit, hire, and coach a remote team of Account Executives to achieve regional revenue targets while fostering an inclusive, high‑performance culture. You will own the full sales cycle for new business and expansion, generating, progressing, and converting pipeline across key DoW accounts to meet or exceed quarterly and annual bookings. You will implement MEDDPICC‑based deal qualification, ensuring rigorous forecasting, opportunity hygiene, and senior leadership visibility into pipeline health. You will lead complex federal procurement motions with distributors, partners, and systems integrators, navigating contracting vehicles and funding cycles to secure multi‑year contracts. You will collaborate with Renewals, Customer Success, Marketing, Product, and the federal ecosystem to align account plans, translate field requirements into roadmap and campaigns, and deliver a cohesive customer experience that supports retention and expansion. You will engage directly in the field, traveling as needed to support key customer meetings, large deal reviews, and executive relationships, while operating effectively in GitLab’s asynchronous environment. WHAT YOU'LL NEED You bring proven experience building and leading regional, field‑based sales teams in open source software, DevOps, or related enterprise technology environments. You have a background in process‑ and data‑driven sales operations, with advanced use of Salesforce and other CRM and marketing automation tools to run trackable, repeatable sales motions. You have a track record of selling or guiding teams in regulated or compliance‑driven environments such as FedRAMP, and you can quickly ramp in highly regulated markets. You have demonstrated success closing complex enterprise deals into large public sector accounts, including long‑cycle opportunities with multiple stakeholders. You are familiar with formal sales methodologies such as MEDDPICC, and you possess strong coaching, hiring, and talent development skills. You excel at managing C‑level and senior stakeholder relationships, running executive‑level meetings and negotiations within large, federated organizations. WHY REMOTE GitLab’s distributed, asynchronous culture empowers leaders to focus on strategy, coaching, and high‑impact activities without the constraints of a fixed office. Remote work allows you to build relationships across time zones, collaborate with global teams, and maintain a healthy work‑life balance. Flexible scheduling ensures you can attend critical meetings and travel for key accounts while staying productive from any location. BENEFITS Competitive health, dental, and vision coverage; generous paid time off and flexible holiday policy; a remote stipend to support home office setup; a learning and development budget; equity participation; and a culture that values continuous improvement and innovation.