Overview
Public Sector Strategic Account Executive - Federal Civilian role at GitLab. GitLab is an open-core software company that develops the 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. We embrace AI as a core productivity multiplier and expect all team members to incorporate AI into daily workflows to drive efficiency, innovation, and impact.
GitLab is the most comprehensive AI-powered DevSecOps platform for software innovation. We enable 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 part of our AMER Public Sector Enterprise Team and focuses on civilian federal agencies.
The right candidate will have a proven Public Sector Sales background selling into Federal Civilian agencies, with a solid understanding of the software development lifecycle in areas such as 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 travel as needed.
What You'll Do
- Strategic Account Leader reports 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 solutions for government challenges.
- Act as a primary point of contact and the face of GitLab for strategic and large prospects.
- Take ownership of your book of business and provide account leadership in the pre- and post-sales process.
- Conduct sales activities including prospecting and developing opportunities in large/strategic accounts.
- Ensure successful rollout and adoption of GitLab products through 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 to develop relationships and close large opportunities.
- Generate qualified leads and develop new customers in conjunction with strategic channel partners and exceed 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 contemporary software development practices.
- Track record of navigating complex stakeholder environments and building consensus.
- Able to provide a 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 written and verbal communication with strong interpersonal skills.
- Alignment with GitLab values and ability to work accordingly.
- Ability to use GitLab tools and platforms.
About The Team
GitLab Public Sector focuses on government agencies to support digital transformation, secure software, and collaborative work between teams and vendors. GitLab’s One DevSecOps platform enables secure software delivery, automation of software factory deployment, and improved collaboration to serve the public sector.
Remote-Global: The base salary range for this role’s listed level is for residents of the United States. The range reflects the role's base salary rate in locations throughout the US. Salary and grade levels are determined through interviews and a review of the applicant’s education, experience, knowledge, skills, and abilities, as well as geographic location. The base salary does not include bonuses, equity, or benefits. Sales roles may be eligible for incentive pay up to 100% of the base salary. See more information on our benefits and equity.
Salary Range
United States Salary Range: $103,500—$188,000 USD
How GitLab Will Support You
- 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
- 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. If you’re excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires team members globally. Roles are remote, but some roles may have location-based eligibility. Our Talent Acquisition team can answer questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is an equal opportunity workplace and affirmative action employer. Our policies and practices are based on merit, regardless of race, color, religion, sex, national origin, age, disability, or any other protected characteristic. GitLab will not tolerate discrimination or harassment. If you require accommodation during the recruiting process, please let us know.
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