Regional Sales Director, National Security Group

What you'll do:

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets.
• Lead new business and expansion strategy, generating pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.
• Own regional forecasting, opportunity data quality, and deal reviews using MEDDPICC for clear visibility into pipeline health.

What you'll bring:

• Experience in open source software, DevOps, or related enterprise technology sales.
• Process- and data-driven approach using Salesforce and CRM tools, plus familiarity with MEDDPICC.
• Experience selling or leading teams in regulated, compliance-driven environments such as FedRAMP.

About the role:

• Guide complex federal procurement processes with distributors and partners, including Carahsoft.
• Build senior executive relationships and lead negotiations while working effectively in GitLab's asynchronous environment.
• Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term adoption.