Regional Sales Director – National Security Group

🕒 October 3

🇺🇸 United States – Remote

💵 $148k - $248.4k / year

⏰ Full Time

🔴 Lead

👮‍♂️ Cybersecurity / Security Engineer

👻 Ghost score 0%

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• 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

• 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

• 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