Regional Sales Director – National Security Group

This is a fully remote position, open to applicants in United States.

📋 Description

• Recruit, hire, lead, and mentor Account Executives focused on the National Security Group departments.

• Drive regional revenue and growth objectives while fostering an accountable and inclusive team environment.

• Spearhead new business initiatives and expansion strategies across key accounts.

• Generate and advance the pipeline to achieve quarterly and annual booking goals.

• Take ownership of regional forecasting, ensuring data quality for opportunities and conducting deal reviews.

• Utilize MEDDPICC to assess opportunities and provide leadership with insights into pipeline health, commitments, and risks.

• Guide intricate federal procurement processes alongside distributors and partners, including Carahsoft and systems integrators.

• Navigate contracting vehicles, funding cycles, and agency-specific purchasing procedures.

• Develop sales strategies tailored for regulated environments using FedRAMP-authorized offerings and DevSecOps use cases.

• Collaborate with Renewals, Customer Success, Marketing, Product, and federal partners on account strategies, roadmap feedback, and campaigns.

• Enhance engagement within large agencies through new workloads, cross-selling, and upselling opportunities.

• Meet customers in person, travel as required, establish executive relationships, and lead negotiations in a flexible work environment.

⛳️ Requirements

• Proven experience in open source software, DevOps, or relevant enterprise technology sales.

• A process- and data-driven approach to sales operations.

• Proficient in Salesforce and other CRM and marketing automation platforms.

• Experience in selling or leading teams within regulated or compliance-focused environments, such as FedRAMP or similar government SaaS frameworks, or a strong ability to quickly adapt to highly regulated markets.

• Proven success in selling and coaching teams through complex enterprise transactions with significant public sector clients, including lengthy sales cycles and multiple stakeholders.

• Familiarity with MEDDPICC or a comparable sales methodology.

• Experience in hiring, coaching, developing, and managing regional, field-based sales teams.

• Expertise in managing senior executive relationships and leading executive meetings and negotiations within large organizations.

• Alignment with GitLab's core values and leadership expectations.

🏝️ Benefits

• Comprehensive benefits to enhance your health, financial stability, and overall well-being.

• Flexible Paid Time Off policy.

• Access to Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund to support your professional journey.

• Parental Leave for new family members.

• Sales incentive compensation targeted at up to 100% of the base salary offered.