Public Sector Strategic Account Executive
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Job Description
Strategic account executive selling GitLab’s AI-powered DevSecOps platform to U.S. Department of War agencies. Managing complex public-sector accounts, procurement cycles, and channel partnerships.
Responsibilities:
- Build and execute strategic account plans aligning GitLab’s AI-powered DevSecOps platform with public sector modernization initiatives
- Navigate complex procurement and contracting processes and shape multi-year technology roadmaps with CIOs and technical leaders
- Act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers
- Own the book of business from pipeline development through close and expansion
- Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure rollout, adoption, and value realization
- Partner with system integrators, resellers, and channel partners to generate qualified leads and co-create solutions
- Conduct prospecting and opportunity development within large strategic accounts
- Share customer feedback and product ideas through GitLab’s public issue tracker and internal teams
- Develop trusted relationships with CIOs, technical leaders, and stakeholders across the territory
- Report to a Regional Director
Requirements:
- Experience selling technology solutions to Department of War agencies
- Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization
- Understanding of compliance requirements and agency buying cycles
- Ability to navigate complex stakeholder environments
- Consultative sales approach aligning solutions to public sector modernization initiatives
- Ability to manage major accounts with high ownership and control under minimal supervision
- Skill in collaborating with system integrators, resellers, and internal pre- and post-sales teams
- Effective written and verbal communication skills
- Strong interpersonal abilities to build consensus across technical and non-technical stakeholders
- Alignment with GitLab’s values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain
- Ability to incorporate AI into daily workflows
Benefits:
- 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
- Incentive pay targeted at up to 100% of offered base salary for sales roles
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