Regional Sales Director SLED - West

As the Director of Regional Sales you will lead a high-performing field-based sales organization focused on GitLab's rapidly growing State Local and Education (SLED) business. You'll be accountable for driving new and expansion revenue across SLED agencies acting as a co-captain with senior leadership while managing coaching and growing a team of Account Executives. You'll spend meaningful time in the field with key accounts own large deal strategy and C-level negotiations and guide your team through complex federal procurement motions including distributors partners contracting vehicles and funding cycles. By partnering closely with Renewals Customer Success Product and Marketing you'll align our go-to-market approach for regulated environments ensure our FedRAMP-authorized offerings and roadmap reflect agency needs and build durable land-and-expand growth across large federated public sector organizations.

• Lead recruit hire and coach a high-performing team of Account Executives covering SLED 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 SLED 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 SLED 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.
• Drive land-and-expand motions within large federated agencies securing new workloads cross-sells and upsells that balance near-term revenue goals with long-term platform adoption and multi-year growth.
• Engage directly in the field and travel as needed to support key customer meetings large deal reviews and team engagements deepening executive relationships and accelerating deal cycles while operating effectively in GitLab's asynchronous environment.

• 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.
• Skill in managing C-level and senior stakeholder relationships including running executive-level meetings and negotiations within large federated organizations.
• Alignment with GitLab's values and leadership expectations with openness to candidates from diverse backgrounds who bring transferable skills in enterprise technology sales and team leadership.

The SLED sales team is a field-based all-remote organization responsible for driving adoption of GitLab's DevSecOps platform across SLED 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.

What We Do

GitLab is an open core software company that develops the most comprehensive DevSecOps Platform used by more than 100000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values. We strive to create a transparent environment where all team members around the world feel that their voices are heard and welcomed. We also aim to be a place where people can show up as their full selves each day and contribute their best.

Why Work With Us

We’ve got big ambitions to make GitLab the most comprehensive AI-powered DevSecOps platform and need skilled contributors to get us there. At GitLab your contributions shape the future of software development at a time when AI is changing the way software is built. Together we're building the most comprehensive AI-powered DevSecOps platform.

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