Director of Regional Sales, GitLab
PubSec, Civilian
$136-240k
+ Equity Compensation + Employee Stock Purchase Plan + Incentive pay targeted at up to 100% of the offered base salary
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$136-240k
+ Equity Compensation + Employee Stock Purchase Plan + Incentive pay targeted at up to 100% of the offered base salary
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- Experience building and leading regional, field-based sales teams in open source software, DevOps, or related enterprise technology environments
- Background in process- and data-driven sales operations, including advanced use of Salesforce and other CRM and marketing automation tools to run trackable, repeatable sales motions
- Experience selling or leading teams in regulated or compliance-driven environments (for example FedRAMP, impact levels, or similar government software-as-a-service frameworks), or the ability to ramp quickly in highly regulated markets
- Demonstrated success selling and guiding teams to sell complex enterprise deals into large public sector accounts, including long-cycle opportunities with multiple stakeholders
- Familiarity with formal sales methodologies such as MEDDPICC or similar frameworks, including pipeline generation, qualification, forecasting, and deal inspection
- Ability to coach, develop, and hire sales talent while fostering an accountable, collaborative, and inclusive team culture
- Skill in managing C-level and senior stakeholder relationships, including running executive-level meetings and negotiations within large, federated organizations
- Alignment with GitLab's values and leadership expectations, with openness to candidates from diverse backgrounds who bring transferable skills in enterprise technology sales and team leadership
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
What the job involves
- As the Director of Regional Sales, you will lead a high-performing, field-based sales organization focused on GitLab's rapidly growing Civilian (CIV) federal business
- You'll be accountable for driving new and expansion revenue across civilian agencies, acting as a co-captain with senior leadership while managing, coaching, and growing a team of Account Executives
- You'll spend meaningful time in the field with key accounts, own large deal strategy and C-level negotiations, and guide your team through complex federal procurement motions, including distributors, partners, contracting vehicles, and funding cycles
- By partnering closely with Renewals, Customer Success, Product, and Marketing, you'll align our go-to-market approach for regulated environments, ensure our FedRAMP-authorized offerings and roadmap reflect agency needs, and build durable, land-and-expand growth across large, federated public sector organizations
- Lead, recruit, hire, and coach a high-performing team of Account Executives covering Civilian (CIV) federal agencies to achieve regional revenue and growth targets while fostering an accountable, inclusive, high-performance culture across an all-remote organization
- Drive strategy and execution for new business and expansion, generating, progressing, and converting pipeline across key Civilian accounts to meet or exceed quarterly and annual bookings targets
- Own regional forecasting, inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification so senior leadership has clear visibility into pipeline health, commit, and risk and the team improves win rates and shortens sales cycles
- Lead and execute complex federal procurement motions, working with distributors and partners such as Carahsoft and systems integrators and navigating contracting vehicles, funding cycles, and agency-specific buying processes to secure new multi-year contracts and expansions
- Drive go-to-market strategy for regulated environments, shaping FedRAMP-authorized offerings and mission-critical DevSecOps use cases across Civilian agencies to increase platform adoption and usage in priority accounts
- Collaborate closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to align on account plans, translate field requirements into roadmap and campaigns, and deliver a cohesive customer experience that supports retention and expansion
- Drive land-and-expand motions within large, federated agencies, securing new workloads, cross-sells, and upsells that balance near-term revenue goals with long-term platform adoption and multi-year growth
- Engage directly in the field and travel as needed to support key customer meetings, large deal reviews, and team engagements, deepening executive relationships and accelerating deal cycles while operating effectively in GitLab's asynchronous environment
- The Civilian (CIV) federal sales team is a field-based, all-remote organization responsible for driving adoption of GitLab's DevSecOps platform across US federal civilian agencies, including regulated and FedRAMP-authorized environments
- You'll lead a group of Account Executives who collaborate asynchronously across regions and work closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to deliver consistent, predictable growth
- We focus on building long-term platform relationships with large, federated agencies, navigating complex procurement processes and contracting vehicles, and bringing clear feedback from the field back into GitLab's roadmap and go-to-market approach for government customers
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435.5m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
Share this job
View 79 more jobs at GitLab