Regional Sales Director, National Security Group

Remote · Federal · USD 148,000-248,400 · Remote · Posted Sep 30, 2026

At a glance

As Director of Regional Sales for GitLab's National Security Group (NSG), you'll lead a field-based team of Account Executives driving new and expansion revenue across US federal NSG departments.
You'll coach and grow the team, spend time with key accounts, and lead large-deal strategy and executive negotiations.
Your work will help agencies adopt GitLab's development, security, and operations (DevSecOps) platform through complex federal procurement processes.

Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets while building an accountable, inclusive team.
Lead new business and expansion strategy, generating and progressing pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.
Own regional forecasting, opportunity data quality, and deal reviews using MEDDPICC to qualify opportunities and give senior leadership clear visibility into pipeline health.
Guide complex federal procurement processes with distributors and partners, including Carahsoft and systems integrators, navigating contracting vehicles and funding cycles.
Shape the sales approach for regulated environments, connecting FedRAMP-authorized offerings and mission-critical DevSecOps use cases to agency needs.
Work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns that support retention and expansion.
Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term platform adoption.
Meet customers in the field and travel as needed for key account meetings, large-deal reviews, and team engagements.

Experience in open source software, DevOps, or related enterprise technology sales.
A process- and data-driven approach to sales operations, including advanced use of Salesforce and other customer relationship management (CRM) and marketing automation tools.
Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or similar government software-as-a-service frameworks, or the ability to learn quickly.
Success selling and coaching teams through complex enterprise deals with large public sector accounts, including long sales cycles and multiple stakeholders.
Familiarity with MEDDPICC or a similar sales methodology.
Experience hiring, coaching, developing, and leading regional, field-based sales teams.
Skill in managing senior executive relationships and leading executive meetings and negotiations within large organizations.

Remote position focused on Federal accounts
Field-based team requiring travel as needed for customer meetings, large-deal reviews, and team engagements