Regional Sales Director, Public Sector - DoW
Leads a remote regional sales organization serving Department of War federal accounts, owning revenue growth, forecasting, complex procurement, executive negotiations, and land-and-expand strategy. Requires experience leading enterprise public-sector sales teams in regulated technology environments.
About the job
Responsibilities
- Lead, recruit, hire, and coach a high-performing team of Account Executives covering the Department of War (DoW).
- Drive new-business and expansion strategy, pipeline generation, and quarterly and annual bookings performance.
- Own regional forecasting, opportunity hygiene, deal qualification, and pipeline inspection using MEDDPICC.
- Lead complex federal procurement motions involving distributors, systems integrators, contracting vehicles, funding cycles, and agency buying processes.
- Shape go-to-market strategy for regulated environments and FedRAMP-authorized offerings.
- Partner with Renewals, Customer Success, Marketing, Product, distributors, and systems integrators on account plans, roadmap feedback, campaigns, retention, and expansion.
- Drive land-and-expand motions, cross-sells, upsells, and multi-year growth across large, federated organizations.
- Engage directly with customers and travel as needed for key meetings, deal reviews, and team engagements.
Requirements
- Experience building and leading regional, field-based sales teams in open source software, DevOps, or related enterprise technology.
- Process- and data-driven sales operations experience, including advanced Salesforce and CRM/marketing automation usage.
- Experience selling or leading teams in regulated or compliance-driven environments such as FedRAMP or similar government SaaS frameworks.
- Demonstrated success with complex enterprise sales into large public sector accounts and long-cycle, multi-stakeholder opportunities.
- Familiarity with MEDDPICC or similar sales methodologies, including pipeline generation, qualification, forecasting, and deal inspection.
- Ability to coach, develop, and hire sales talent while fostering an accountable, collaborative, and inclusive culture.
- Experience managing C-level and senior stakeholder relationships, executive meetings, and negotiations.
- Alignment with GitLab values and leadership expectations.
Compensation & Benefits
- Base salary: $148,000–$248,400 USD.
- Sales incentive pay targeted at up to 100% of offered base salary.
- Equity compensation and employee stock purchase plan.
- Flexible paid time off.
- Benefits supporting health, finances, and well-being.
- Team Member Resource Groups.
- Growth and Development Fund.
- Parental leave.
Skills
Salesforce, MEDDPICC, FedRAMP, DevOps, Open Source Software, CRM, Marketing Automation, Federal Procurement, Contracting Vehicles, Systems Integrators, Account Planning, Pipeline Forecasting, Enterprise Saas, Public Sector Sales, C-Level Negotiations
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