Head of Public Sector Sales The Head of Public Sector Sales will lead the adoption of cybersecurity solutions across the U.S. Federal, State, Local, and Education (SLED) agencies. You'll define strategy, manage revenue targets, and build relationships with key public sector partners, all while leading a high-performing sales team. About the Team The Public Sector Sales team is responsible for driving the adoption of cybersecurity solutions within U.S. Federal, State, Local, and Education (SLED) agencies. They are crucial for achieving revenue targets and building strategic relationships with public sector partners. Their work directly impacts the company's growth and its ability to secure critical government and educational infrastructures. About the Role The Head of Public Sector Sales responsible for defining, executing, and accelerating the adoption of the company's cybersecurity solutions across the U.S. Federal, State, Local, and Education (SLED) agencies. This role requires a deep understanding of public sector procurement, compliance frameworks (like FedRAMP), and the ability to build and lead a high-performing sales team. In this role, you will: - Full Ownership of Revenue Targets: Develop and execute a comprehensive GTM strategy to achieve and exceed annual and quarterly revenue targets (ARR/bookings) for the assigned FED/SLED territory. - Pipeline Management & Forecasting: Drive a disciplined sales process, providing accurate and timely forecasts, and managing pipeline growth, velocity, and health using CRM tools (e.g., Salesforce). - Public Sector GTM: Customize the company's GTM strategy to align with state budgets, federal funding programs (e.g., IIJA, CISA Grants), and specific agency/departmental priorities (e.g., DoD, IC, K-12, Higher Ed). - Contract Vehicle Mastery: Leverage and manage strategic public sector contracts and cooperative agreements (e.g., GSA MAS, SEWP, NASPO ValuePoint) to enable faster procurement and scalable growth. - Complex Deal Navigation: Lead and serve as the final escalation point in complex, multi-stakeholder sales cycles, including proposal development, RFP/RFI responses, and final contract negotiation. - Federal System Integrators (FSIs) & Channel: Build and deepen relationships with key System Integrators (SIs/FSIs like SAIC, GDIT) and channel partners to drive joint business opportunities and leverage partner portfolios. - Technical Value Proposition: Work closely with Sales Engineers and Product teams to translate complex cybersecurity features (e.g., Zero Trust, Threat Detection, SIEM/SOAR) into clear, compliance-aligned business outcomes for public sector agencies. - Recruit & Mentor: Hire, mentor, and lead a geographically distributed, high-performing sales team focused exclusively on public sector sales. Provide real-time coaching on deal strategy, public sector procurement mechanics, and advanced sales methodologies (e.g., MEDDPIC, Value Selling). - Compliance Frameworks: Ensure all sales and solution offerings align with public sector compliance requirements (FedRAMP, NIST, CJIS, FISMA, StateRAMP). - Executive Relationships: Build and maintain trusted, executive-level relationships with key decision-makers (CIOs, CISOs, Procurement teams) across Federal and SLED agencies. - Internal Alignment: Partner with Legal/Contracts, Finance, and Government Affairs teams to ensure policy compliance and efficient deal structuring (e.g., non-standard deal pricing). The skills you'll bring include: - Public Sector Domain Expertise: 10+ years of progressive sales experience in Enterprise Software or Cybersecurity SaaS with at least 5 years in a sales leadership role managing a quota-carrying team focused on the U.S. Federal and SLED public sector. Deep, demonstrable knowledge of the Federal/SLED procurement process, contract vehicles (GSA, NASPO), and compliance mandates (FedRAMP). - Driving Outcomes and Accountability: Demonstrated commitment to delivering business and customer value, holding self and others accountable for meeting commitments and achieving multi-million dollar revenue targets. - Strategic Doing: The ability to translate a comprehensive GTM strategy into smaller, executable, time-bound milestones for the Public Sector Teams, while assessing progress and pivoting quickly to ensure meaningful outcomes. - Exceptional Communication and Executive Presence: Clear, persuasive communication skills and an executive presence essential for building commitment, managing conflict, negotiating complex deals, and fostering trusted relationships with CIOs, CISOs, and partners. - Navigating Change & Ambiguity: Eagerness to understand and drive change, making efficient, transparent decisions that resolve challenges and enable momentum for the public sector team. - Cross-Functional Collaboration & Self-Awareness: Proven ability to build a global network and work across boundaries, adapting behaviors with strong self-awareness to optimize collective impact and deliver sustainable improvements. About Rapid7 At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what's possible and drive extraordinary impact. We're building a dynamic and collaborative workplace where new ideas are welcome. Protecting 11,000+ customers against bad actors and threats means we're continuing to push the envelope just like we' ve been doing for the past 20 years. If you 're ready to solve some of the toughest challenges in cybersecurity, we're ready to help you take command of your career. Join us. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.

Company Description It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone. Job Description As a member of our Solution Consulting team, you will have a major impact on our future success by supporting Strategic Account Solution Sales. You will guide revenue for one of our products with the support and partnership of Sales, Product Management, and the executive team. This is a hands-on technical consultant who can go wide and deep on solution delivery and solution positioning during sales cycles. What you get to do in this role: The Solution Consultant is a technical consultant with the advanced ability to develop, position and provide product-specific solutions during sales cycles while achieving quarterly and annual sales goals for an assigned territory. - Support product sales as a technical and domain expert of a client-facing sales team that pursues customers and prospects across multiple industry markets - Lead discovery workshops to determine customers' challenges and give product demonstrations to align our solution with customer needs - Develop client partner relationships - Guide strategic programs in top accounts such as customer journey sessions for roadmap and outcome agreement - Provide feedback to product management about product enhancements that can address customer needs and provide additional value - Share and learn best practices and re-usable assets with other Solution Consultants to enhance the quality and efficiency of the team - Stay current on competitive analysis and market differentiation - Support marketing events including executive briefings, conferences, user groups, and trade shows Qualifications To be successful in this role you have: - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - 10+ years of pre-sales solution consulting or sales engineering experience - Proficiency with the ServiceNow platform or technical expertise with cloud software solutions - Experience working collaboratively with product management, product marketing, partners, and professional services - Territory management skills, including pipeline building and working with Sales counterpart to promote execution excellence - Deep experience selling with Hyperscalers - Based in the Bay Area, CA or Greater Seattle - Travel, as necessary For positions in this location, we offer a base pay of $168,750 - $278,475, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Additional Information Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance. Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this roleAs the Regional Director for our Commercial AMER vertical, you’ll lead a 5-person team of Commercial Account Leaders to grow adoption of GitLab’s AI-powered DevSecOps platform across existing and new commercial customers. Reporting to the Area Vice President, you’ll be accountable for software bookings and revenue in your territory, making sure your team’s sales plans align with GitLab’s broader growth strategy. You’ll build a high-performance, values-driven culture through hiring and developing sellers, coaching on deal strategy, and collaborating closely with partners across Sales Operations, Marketing, and Customer Success. In your first year, you’ll focus on building a healthy pipeline, setting clear performance metrics, and establishing a repeatable, scalable sales motion for commercial clients. You’ll also stay close to the field by engaging directly with key Fortune 500 prospects and customers. This person MUST be located in the Eastern or Central Timezone. What you’ll do - Lead and manage a 5-person Commercial AMER sales team to execute territory plans and consistently meet software bookings and revenue goals. - Drive sales strategy and deal execution across existing and new Commercial customers, ensuring healthy pipeline coverage and disciplined opportunity management. - Analyze market dynamics, territory trends, and customer needs to refine territory design, industry coverage, and go-to-market approaches. - Prepare, own, and communicate accurate forecasts and territory management plans that align with broader Commercial and corporate revenue objectives. - Educate and enable your team on competitive products, market regulations, pricing, and trends in DevSecOps, AI-powered DevSecOps, and open source software. - Establish, track, and report on performance metrics, using data to coach your team, improve execution, and address performance gaps. - Recruit, hire, and onboard Commercial sales talent while maintaining a strong external network and pipeline of prospective candidates. - Collaborate closely with Sales Operations, Marketing, Customer Success, and sales leadership to support account strategies, drive expansion, and improve how Commercial customers adopt GitLab’s platform. What you’ll bring - Demonstrated progression in field sales, operations, and leadership within an open source software, DevOps, or similar software/SaaS environment. - Experience leading high-performing commercial sales teams, including hiring, coaching, and developing account leaders who work with commercial and Fortune 500 clients. - Proficiency managing a sales pipeline and forecast using customer relationship management and marketing automation tools such as Salesforce, Clari, or Marketo. - Ability to analyze market dynamics and competitive offerings, and translate customer needs into territory and growth plans. - Skill in building and maintaining strong customer and partner relationships, including negotiation and deal execution. - Clear and confident communication and executive presentation skills, with the ability to mentor others on communication and sales practices. - Comfort working in a fast-paced, results-focused environment with sound judgment, adaptability, and creativity as needs change. - Alignment with GitLab’s values, with openness to candidates bringing transferable leadership and commercial sales skills from adjacent software markets. About the teamOur AMER Commercial Sales team is a distributed, all-remote group that partners with Commercial customers to improve how they build, secure, and ship software using GitLab's AI-powered DevSecOps platform. We focus on new business and expansion within the Commercial segment, accurate forecasting, and thoughtful territory planning and execution. We work across regions in a largely asynchronous way, navigating a competitive market, refining how we position GitLab's value, and identifying new growth opportunities so more Commercial customers can get the most from our platform. For more on how we work, see Regional Sales Director Handbook. #LI-SK1 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. United States Salary Range $136,000—$240,000 USD How GitLab will support you - Benefits to support your health, finances, and well-being - Flexible Paid Time Off - Team Member Resource Groups - Equity Compensation & Employee Stock Purchase Plan - Growth and Development Fund - Parental leave - Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this roleAs the Director of Regional Sales, you will lead a high-performing, field-based sales organization focused on GitLab's rapidly growing Civilian (CIV) federal business. You'll be accountable for driving new and expansion revenue across civilian 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. What you'll do - 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. - 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. What you'll bring - 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. About the teamThe 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. United States Salary Range $136,000—$240,000 USD How GitLab will support you - Benefits to support your health, finances, and well-being - Flexible Paid Time Off - Team Member Resource Groups - Equity Compensation & Employee Stock Purchase Plan - Growth and Development Fund - Parental leave - Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.