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
Lead, recruit, hire, and coach a high-performing team of Account Executives: covering Department of War (DoW) 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 DoW 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 accounts 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.
What they're looking for
- Drive land-and-expand motions within large, federated organizations ,: 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.
