Public Sector Enablement Lead

An overview of this role

GitLab’s Enablement & AI organization helps revenue teams build the knowledge, skills, tools, and confidence they need to sell GitLab effectively and deliver better customer outcomes. The team partners across Sales, Customer Success, Solutions Architecture, Partnerships, Product, Marketing, and Operations to turn business priorities—including product launches, new GTM motions, and AI adoption—into scalable programs, practical content, training, onboarding, and accreditations. It’s a high-impact, cross-functional team focused on improving field productivity, strengthening customer-facing capabilities, and measuring enablement’s contribution to business growth.

This role supports GitLabs Public Sector team and reports to the Vice President, Enablement & AI. Candidates located in the DC Metro preferred but not required.

What You'll Do

• Develop and lead the successful execution of sales enablement programs to ensure internal and external Public Sector (PubSec) customers and partners are equipped with content, resources, tools and training to effectively differentiate and sell the GitLab solution across Federal, State, Local, and Education (SLED) markets.
• Partner with Public Sector field leadership to identify needs, build out plans, and tailor/deliver content, customized to the nuances of federal, state, local, and education buying environments and procurement cycles.
• Scope and build new enablement content, including programs focused on product knowledge, skill development, onboarding, leadership development, and many other areas, specifically for the Public Sector business.
• Collaborate with the enablement content and operations teams, along with other SMEs, to identify and develop core sales training and enablement curriculum customized for Public Sector, including compliance-specific content, for various internal and external audiences.
• Ensure alignment of sales enablement activities with key internal and external events, such as new product releases, campaigns, and essential industry trade shows and conferences relevant to the Public Sector community.
• Leverage Salesforce, Clari, Claude and other tools to deliver training to the Public Sector team and educate them on how to use specific tools in support of federal contracting and deal processes.
• Develop sales training job aids, supporting materials, and assessments to enhance field effectiveness across the Public Sector, including Deal Desk and compliance-related guidance.
• Measure and report on the effectiveness of sales enablement investments and the programs conducted, with attention to leading and lagging indicators tied to Public Sector business outcomes.
• Determine opportunities for improving the sales learning experience and identify innovative techniques for delivery within a Public Sector context.

What You'll Bring

• Demonstrated progressive experience in a SaaS or software sales enablement role, preferably with expertise in DevOps and/or Open Source, with 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/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.

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.

United States Salary Range 139000 - 220000 USD