# Regional Sales Director, Public Sector - DoW

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Account Management
**Salary:** $148k – $248k/yr
**Experience:** 8+ years
**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
**Posted:** 2026-08-21

> 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.

## Job Description

## 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.

## Similar jobs

- [Director, Strategic Accounts, Health Systems](https://hotfix.jobs/jobs/4563be91-9ce5-4da7-9211-bf0caf67f047) - Thyme Care - Remote - $149k – $175k/yr
- [Associate Director, Account Management](https://hotfix.jobs/jobs/fdbf097c-2df1-449c-bc36-c49bee324f4e) - Prompt Health - Remote - $150k – $170k/yr
- [Account Director, Retail](https://hotfix.jobs/jobs/4adf1524-46c9-4c0b-be7a-dbb848283b7b) - Fetch - Remote - $166k – $186k/yr
- [Director, Client Services](https://hotfix.jobs/jobs/185625e2-9874-45b6-ba9c-5f6e4995c0fb) - Applecart - New York, NY - $170k – $190k/yr
- [Account Director, Digital Native Large Enterprise](https://hotfix.jobs/jobs/a3625414-83f1-4e29-ae5c-c53cdc09408d) - OpenAI - San Francisco, CA - $176k – $350k/yr

**Apply:** https://hotfix.jobs/jobs/ffbcbca5-9162-47f6-b11f-bc5d09726f9b
**Canonical:** https://hotfix.jobs/jobs/ffbcbca5-9162-47f6-b11f-bc5d09726f9b