Regional Sales Director, Public Sector - DoW

As the Director of Regional Sales, you will lead a high-performing, field-based sales organisation focused on GitLab's rapidly growing Department of War (DoW) federal business.

You will be accountable for driving new and expansion revenue across the DoW, acting as a co-captain with senior leadership while managing, coaching, and growing a team of Account Executives.

Your responsibilities include:

• Leading, recruiting, hiring, and coaching a high-performing team of Account Executives covering Department of War (DoW) to achieve regional revenue and growth targets.
• Driving strategy and execution for new business and expansion, generating, progressing, and converting pipeline across key DoW accounts.
• Owning regional forecasting, inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification.
• Leading and executing complex federal procurement motions, working with distributors and partners.
• Driving go-to-market strategy for regulated environments, shaping FedRAMP-authorized offerings and mission-critical DevSecOps use cases.
• Collaborating closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem.

You will need:

• 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.
• Experience selling or leading teams in regulated or compliance-driven environments.
• Demonstrated success selling and guiding teams to sell complex enterprise deals into large public sector accounts.
• Familiarity with formal sales methodologies such as MEDDPICC.

The base salary range for this role is $148,000-$248,400 USD.

GitLab supports full-time employees with benefits, flexible paid time off, team member resource groups, equity compensation, and a growth and development fund.