Public Sector Enablement Lead

Overview

GitLab's Enablement & AI organization is seeking a Public Sector Enablement Lead to build and lead sales enablement programs that equip Public Sector teams to sell GitLab across Federal, State, Local, and Education (SLED) markets. This role reports to the Vice President, Enablement & AI.

What you'll do

• Develop and lead the successful execution of sales enablement programs so internal and external Public Sector customers and partners have the content, resources, tools and training to differentiate and sell the GitLab solution across SLED markets.
• Partner with Public Sector field leadership to identify needs, build plans, and tailor and deliver content to federal, state, local, and education buying environments and procurement cycles.
• Scope and build new enablement content, including programs on product knowledge, skill development, onboarding, leadership development, and other areas, specifically for the Public Sector business.
• Collaborate with enablement content and operations teams and other SMEs to identify and develop core sales training and enablement curriculum customized for Public Sector, including compliance-specific content, for internal and external audiences.
• Align sales enablement activities with key internal and external events, such as new product releases, campaigns, and industry trade shows and conferences relevant to the Public Sector community.
• Leverage Salesforce, Clari, Claude and other tools to deliver training and educate the Public Sector team on using tools in support of federal contracting and deal processes.
• Develop sales training job aids, supporting materials, and assessments to enhance field effectiveness, including Deal Desk and compliance-related guidance.
• Measure and report on the effectiveness of sales enablement investments and programs, with attention to leading and lagging indicators tied to Public Sector business outcomes.
• Identify opportunities to improve the sales learning experience and innovative delivery techniques within a Public Sector context.

What you'll need

• Demonstrated progressive experience in a SaaS or software sales enablement role, preferably with expertise in DevOps and/or Open Source.
• Required experience supporting Public Sector, Federal, or SLED go-to-market teams in a government or regulated industry context.
• Working knowledge of Public Sector procurement, compliance, and contracting requirements (e.g., FedRAMP, DAP, air-gapped/on-prem deployment considerations, federal account routing).
• Ability to continuously meet due dates and execute on projects with positive impact from stakeholders.
• Experience building relationships with sales leaders and their teams within Public Sector or Federal organizations.
• Working knowledge of sales training technology and methodologies; demonstrable experience with sales enablement concepts, practices, and procedures.
• Relevant experience preparing, developing, and executing sales effectiveness strategies, tactics and action plans tailored to Public Sector buying cycles.
• Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise (sales team, customers, channel partners, and internal support partners).
• Strong ability to interact and influence effectively with field sales professionals and management.
• Exceptional written and verbal communication and presentation skills.
• Team player with strong interpersonal skills, skilled at project and change management and cross-functional collaboration.
• Ability to thrive in a fast-paced, unpredictable environment.
• Ability to travel if needed for events such as team offsites or training.

Details

• Remote, United States. Candidates located in the DC Metro area are preferred but not required.
• Base salary range of $139,000 to $220,000 USD for residents of the United States only; excludes bonuses, equity, and benefits.
• Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.