Director of Regional Sales, Federal Civilian

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 to run trackable, repeatable sales motions.

Experience selling or leading teams in regulated or compliance-driven environments (for example FedRAMP, impact levels, or similar government software-as-a-service frameworks), or the ability to ramp quickly in highly regulated markets.

Demonstrated success selling and guiding teams to sell complex enterprise deals into large public sector accounts, including long-cycle opportunities with multiple stakeholders.

Familiarity with formal sales methodologies such as MEDDPICC or similar frameworks, including pipeline generation, qualification, forecasting, and deal inspection.

Ability to coach, develop, and hire sales talent while fostering an accountable, collaborative, and inclusive team culture.

Lead, recruit, hire, and coach a high-performing team of Account Executives covering Civilian (CIV) federal agencies to achieve regional revenue and growth targets while fostering an accountable, inclusive, high-performance culture across an all-remote organization.

Drive strategy and execution for new business and expansion, generating, progressing, and converting pipeline across key Civilian accounts to meet or exceed quarterly and annual bookings targets.

Own regional forecasting, inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification so senior leadership has clear visibility into pipeline health, commit, and risk and the team improves win rates and shortens sales cycles.

Lead and execute complex federal procurement motions, working with distributors and partners such as Carahsoft and systems integrators and navigating contracting vehicles, funding cycles, and agency-specific buying processes to secure new multi-year contracts and expansions.

Drive go-to-market strategy for regulated environments, shaping FedRAMP-authorized offerings and mission-critical DevSecOps use cases across Civilian agencies to increase platform adoption and usage in priority accounts.

Collaborate closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to align on account plans, translate field requirements into roadmap and campaigns, and deliver a cohesive customer experience that supports retention and expansion.

The Civilian (CIV) federal sales team is a field-based, all-remote organization responsible for driving adoption of GitLab's DevSecOps platform across US federal civilian agencies, including regulated and FedRAMP-authorized environments. You'll lead a group of Account Executives who collaborate asynchronously across regions and work closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to deliver consistent, predictable growth. We focus on building long-term platform relationships with large, federated agencies, navigating complex procurement processes and contracting vehicles, and bringing clear feedback from the field back into GitLab's roadmap and go-to-market approach for government customers.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our

benefits

and

equity

. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.