Public Sector Strategic Account Executive - Federal Civilian
GitLabGitLab 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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits 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, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
An overview of this role
GitLab is the most comprehensive AI-powered DevSecOps platform for software innovation. GitLab enables 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 a member of our AMER Public Sector Enterprise Team. 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. The right candidate will have a positive record of Public Sector Sales experience selling into Federal Civilian agencies along with solid background in the software development lifecycle in areas like 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 willingness to travel for on-site agency meetings as needed.
What you'll do
- Strategic Account Leader will report 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 powerful solutions for government challenges
- Act as a primary point of contact and the face of GitLab for our strategic and large prospects.
- Take ownership of your book of business
- Provide account leadership and direction in the pre- and post-sales process
- Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
- 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
- Be the voice of the customer by contributing product ideas to our public issue tracker
- Travel as necessary to accounts in order to develop relationships and close large opportunities
- Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding 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 modern software development practices
- Track record of navigating complex stakeholder environments and building consensus
- Able to provide 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 communicator (written/verbal), strong interpersonal skills
- You share our values, and work in accordance with those values.
- Ability to use GitLab
About the team
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.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.