Description
As a Strategic Account Executive focused on the Australian Federal Government, you will serve as the primary trusted advisor and strategic partner for federal government agencies seeking to modernize how they build, secure, and deliver software using GitLab's AI-powered DevSecOps platform.
You'll develop and execute multi-year partnership strategies that align GitLab's capabilities with government priorities such as secure software delivery, continuous integration and delivery (CI/CD), and infrastructure modernization in regulated environments.
Reporting to the Head of Enterprise for GitLab's Australian business, you'll build deep relationships with senior stakeholders, work collaboratively with internal specialists and channel partners, and help drive meaningful transformation across Australian Federal Government accounts.
In your first year, you'll focus on building trusted relationships with senior stakeholders, understanding agency modernization priorities and challenges, and working with cross-functional teams to develop and deliver solutions that create value.
Responsibilities:
- Develop and execute strategic, multi-year partnership and account plans across your defined territory of Australian Federal Government accounts, aligning GitLab's AI-powered DevSecOps platform with agency modernization priorities.
- Own your strategic partnerships end-to-end, from initial discovery and relationship-building through solution design, implementation, adoption, and ongoing value creation.
- Serve as the primary point of contact and trusted advisor for strategic prospects and customers, building relationships with senior stakeholders.
- Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution.
- Collaborate closely with solutions architects and other pre- and post-sales partners to design solutions, run evaluations, and support successful rollouts, adoption, and value realization.
- Partner with system integrators, resellers, and other channel partners to generate qualified opportunities, co-develop secure, compliant solutions for complex government environments, and support account growth.
- Coordinate internal resources across sales, marketing, product, and customer teams to remove blockers, maintain momentum on strategic opportunities, and ensure a high-quality customer experience.
- Stay close to your customers and market to inform your sales strategy, sharing feedback and product ideas through GitLab's public issue tracker and internal channels.
Requirements:
- Experience selling enterprise software or SaaS to the Australian Federal Government.
- Strong account planning skills, with a track record of building and executing multi-year account plans.
- Consultative sales approach, with the ability to connect customer mission outcomes to platform capabilities.
- Confidence engaging with both technical and non-technical stakeholders, from practitioners to senior leaders.
- Proven ability to drive end-to-end sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, close, and expansion.
- Experience partnering effectively with internal teams to drive successful evaluations, rollouts, adoption, and value realization.
- Ability to collaborate with system integrators, resellers, and other partners to create aligned account strategies and deliver outcomes for government customers.
- Comfort working autonomously in a remote, asynchronous environment.
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.