Regional Sales Director, National Security Group

An overview of this role

As Director of Regional Sales for GitLab's National Security Group (NSG), you'll lead a field-based team of Account Executives driving new and expansion revenue across US federal NSG departments. You'll coach and grow the team, spend time with key accounts, and lead large-deal strategy and executive negotiations. Your work will help agencies adopt GitLab's development, security, and operations (DevSecOps) platform through complex federal procurement processes.

You'll partner with senior leadership, Renewals, Customer Success, Product, and Marketing to align our sales approach with agency needs. This includes shaping offerings authorized under the Federal Risk and Authorization Management Program (FedRAMP), bringing field feedback into the roadmap, and building long-term growth within large agencies. You'll travel as needed for customer meetings and team engagements.

What you'll do

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets while building an accountable, inclusive team.

• Lead new business and expansion strategy, generating and progressing pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.

• Own regional forecasting, opportunity data quality, and deal reviews. Use MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition) to qualify opportunities and give senior leadership clear 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 to secure multi-year contracts and expansions.

• Shape the sales approach for regulated environments, connecting FedRAMP-authorized offerings and mission-critical DevSecOps use cases to agency needs and increasing platform adoption.

• Work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns that support retention and expansion.

• Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term platform adoption.