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