Public Sector Strategic Account Executive - Federal Civilian

An overview of this role

GitLab is the most comprehensive AI-powered DevSecOps platform for software innovation. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 40 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

This role is a member of our AMER Public Sector Enterprise Team. You'll spearhead GitLab's growth across civilian federal agencies during a transformative time in government technology. Your success will directly influence how Federal Civilian agencies deliver services to citizens through secure, efficient software development. The right candidate will have a positive record of Public Sector Sales experience selling into Federal Civilian agencies along with solid background in the software development lifecycle in areas like CI/CD automation, secure development practices, and infrastructure modernization in a regulated environment.  

This role benefits from proximity to the Washington DC area to facilitate regular on-site agency meetings or willingness to travel for on-site agency meetings as needed.

 What you'll do

• Strategic Account Leader will report to an Area Sales Manager or Regional Director.
• Build and execute strategic account plans that align GitLab's platform with agency modernization initiatives
• Navigate complex procurement cycles and develop multi-year technology roadmaps with CIOs and technical leaders
• Partner with system integrators and resellers to create powerful solutions for government challenges
• Act as a primary point of contact and the face of GitLab for our strategic and large prospects.
• Take ownership of your book of business
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.

What you'll bring

• 5+ years of proven success selling technology solutions to U.S. Federal Civilian Agencies
• Deep understanding of federal procurement vehicles, compliance requirements, and agency buying cycles
• Consultative approach that positions technology as a mission enabler
• Passion for open source and modern software development practices
• Track record of navigating complex stakeholder environments and building consensus
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• You share our values, and work in accordance with those values.
• Ability to use GitLab

About the team 

GitLab Public Sector

Government agencies strive to serve the public by providing optimal experiences to their communities. One way to do this is a successful digital transformation ensuring software is secure, manual processes are minimized, and there is collaboration between teams and vendors.

GitLab supports your digital transformation because it is secure by design, reduces manual processes, and empowers collaboration to provide a positive civilian experience.

GitLab, The One DevSecOps platform, is for software users in government agencies, enabling them to deliver secure software faster, automate software factory deployment, and empower collaboration to serve the public - securing the speed to mission.