# Public Sector Strategic Account Executive, Federal Civilian

**Company**: GitLab
**Location**: Remote, United States
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $122,000-$205,200 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8737852002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_33106297-049

## Description

As a Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Civilian agencies as we support government teams modernizing how they build, secure, and deliver software.

You'll align GitLab's AI-powered DevSecOps Platform with agency priorities such as secure software delivery, continuous integration and continuous delivery, software supply chain security, FedRAMP-authorized platform requirements, agentic AI adoption, and infrastructure modernization in regulated environments.

Reporting to a Regional Director, you'll own a strategic book of business and work directly with senior agency and technical stakeholders to link software modernization efforts to mission outcomes.

This is a role with clear ownership and visible impact. You will lead account strategy from early prospecting through rollout, adoption, and expansion, while shaping long-term plans that support both customer success and GitLab's growth in the public sector.

**Responsibilities:**

- Support and grow strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth.

- Build and execute account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps.

- Lead account direction across pre-sales and post-sales activities in partnership with Solutions Architects, Customer Success Managers, Professional Services, Marketing, partner teams, and sales management to enable rollout, adoption, and long-term customer outcomes.

- Drive prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts.

- Navigate federal procurement cycles and position FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations.

- Develop consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs.

- Represent the voice of the customer by submitting product ideas through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings.

- Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes.

**Requirements:**

- Experience selling technology solutions into U.S. Federal Civilian agencies and understanding the federal public sector landscape, procurement vehicles, compliance requirements, and agency buying cycles.

- Ability to manage large, complex opportunities with multiple stakeholders and maintain strong ownership throughout the sales process.

- Skill in using a consultative sales approach to link technical decisions and platform value to agency mission outcomes.

- Strong communication, negotiation, presentation, and relationship-building skills, including with executive-level stakeholders.

- Ability to work effectively with minimal supervision in a distributed, asynchronous environment.

- Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows, with comfort positioning FedRAMP-authorized solutions in regulated environments.

- Ability to translate AI and agentic AI capabilities into clear public sector value propositions.

- Alignment with GitLab's values and openness to bringing transferable experience from adjacent public sector or enterprise technology environments.

**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

## Skills

### Required
- DevSecOps
- continuous integration
- continuous delivery
- secure software delivery
- FedRAMP
- agentic AI

### Nice to have
- consultative sales
- relationship-building
- presentation
- negotiation

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8737852002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)