Regional Sales Director – National Security Group

GitLab

. Recruit, hire, lead, and coach Account Executives covering National Security Group departments .

Posted 10/3/2026full-timeRemote • United StatesLead💰 $148,000 - $248,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading sales teams within regulated environments, driving revenue growth through strategic account management and complex deal negotiations. Proficient in utilizing sales methodologies like MEDDPICC and tools such as Salesforce to enhance pipeline management and forecasting.

Highest-signal resume keywords

Salesforce ProficiencyMEDDPICC MethodologyDevOps Sales ExperienceRegulated Environment SalesTeam Leadership and Coaching

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Open Source Software SalesData-Driven Sales OperationsComplex Enterprise Deal ManagementFederal Procurement Process NavigationSales Forecasting

Soft Skills

Executive Relationship ManagementNegotiation SkillsCoaching and Development

Tools & Technologies

SalesforceCRM ToolsMarketing Automation Tools

Industry Keywords

FedRAMPCompliance-Driven EnvironmentsPublic Sector AccountsAsynchronous EnvironmentCarahsoft

Tech Stack

Tools & technologies

Open Source

About the role

Key responsibilities & impact

Recruit, hire, lead, and coach Account Executives covering National Security Group departments
Drive regional revenue and growth targets and build an accountable, inclusive team
Lead new business and expansion strategy across priority accounts
Generate and progress pipeline to meet quarterly and annual bookings targets
Own regional forecasting, opportunity data quality, and deal reviews
Use MEDDPICC to qualify opportunities and provide leadership visibility into pipeline health, commitments, and risks
Guide complex federal procurement processes with distributors and partners, including Carahsoft and systems integrators
Navigate contracting vehicles, funding cycles, and agency-specific buying processes
Shape sales approaches for regulated environments using FedRAMP-authorized offerings and DevSecOps use cases
Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, roadmap feedback, and campaigns
Expand within large agencies through new workloads, cross-sells, and upsells
Meet customers in the field, travel as needed, build executive relationships, and lead negotiations in an asynchronous environment

Requirements

What you’ll need

Experience in open source software, DevOps, or related enterprise technology sales
Process- and data-driven sales operations approach
Advanced use of Salesforce and other CRM and marketing automation tools
Experience selling or leading teams in regulated or compliance-driven environments, such as FedRAMP or similar government SaaS frameworks, or ability to learn quickly in highly regulated markets
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
Alignment with GitLab's values and leadership expectations

Benefits

Comp & perks

Benefits to support your health, finances, and well-being
Flexible Paid Time Off
Team Member Resource Groups
Equity Compensation & Employee Stock Purchase Plan
Growth and Development Fund
Parental Leave
Sales incentive pay targeted at up to 100% of offered base salary