The opportunity
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation.
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.
What they're looking for
- Expand within large agencies through new workloads, cross-sells, and upsells,: balancing near-term revenue with long-term platform adoption.
- Meet customers in the field and travel as needed for key account meetings,: large-deal reviews, and team engagements. Build senior executive relationships and lead negotiations while working effectively in GitLab's asynchronous environment.
- Experience in open source software, DevOps, or related enterprise technology sales.
- A process- and data-driven approach to sales operations, including advanced: use of Salesforce and other customer relationship management (CRM) and marketing automation tools.
