Strategic Account Executive, Public Sector (CIV)

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

An overview of this role

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.

This role benefits from proximity to the Washington DC area to facilitate regular on-site agency meetings.

 What you'll do

1. Strategic Account Leader will report to an Area Sales Manager or Regional Director.
2. Build and execute strategic account plans that align GitLab's platform with agency modernization initiatives
3. Navigate complex procurement cycles and develop multi-year technology roadmaps with CIOs and technical leaders
4. Partner with system integrators and resellers to create powerful solutions for government challenges
5. Act as a primary point of contact and the face of GitLab for our strategic and large prospects.
6. Take ownership of your book of business
7. Provide account leadership and direction in the pre- and post-sales process
8. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
9. 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
10. Be the voice of the customer by contributing product ideas to our public issue tracker
11. Travel as necessary to accounts in order to develop relationships and close large opportunities
12. Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.

What you'll bring

1. 5+ years of proven success selling technology solutions to U.S. Civilian Agencies, particularly within DOJ or Commerce (highly desired)
2. Deep understanding of federal procurement vehicles, compliance requirements, and agency buying cycles
3. Consultative approach that positions technology as a mission enabler
4. Passion for open source and modern software development practices
5. Track record of navigating complex stakeholder environments and building consensus
6. Able to provide high degree of major account management and control
7. Work under minimal supervision on complex projects
8. Ability to leverage established relationships and proven sales techniques for success
9. Effective communicator (written/verbal), strong interpersonal skills
10. You share our values, and work in accordance with those values.
11. 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.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.