Public Sector Strategic Account Executive, DoD

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As a Strategic Account Leader on our Public Sector Team, you’ll help Department of Defense agencies modernize how they build and secure software using GitLab’s AI-powered DevSecOps platform. You’ll align GitLab with agency priorities like CI/CD automation, secure development practices, and infrastructure modernization in regulated environments, acting as the primary point of contact for strategic and large prospects. Reporting to a Regional Director, you’ll own a defined book of business, build and execute multi-year account plans, navigate complex procurement cycles, and partner closely with system integrators and resellers to deliver outcomes that matter to public sector missions. In your first year, you’ll focus on developing trusted relationships with CIOs, technical leaders, and key stakeholders across your territory, driving successful rollouts and adoption of GitLab, and coordinating with our pre- and post-sales engineering and support teams. You’ll also represent the voice of your customers internally by sharing product feedback and ideas through our public issue tracker, helping shape how GitLab serves the public sector over time. What you’ll do - Build and execute strategic account plans that align GitLab’s AI-powered DevSecOps platform with public sector modernization initiatives - Navigate complex procurement and contracting processes while shaping multi-year technology roadmaps with CIOs and technical leaders - Act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers - Own your book of business, from pipeline development through close and expansion, using a consultative, mission-focused sales approach - Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure successful rollout, adoption, and value realization - Partner with system integrators, resellers, and other channel partners to generate qualified leads and co-create solutions for government challenges - Conduct ongoing prospecting and opportunity development activities within large and strategic accounts to drive new and expansion business - Represent the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal teams What you’ll bring - Experience selling technology solutions to Department of Defense agencies - Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization - Understanding of compliance requirements, and agency buying cycles, with the ability to navigate complex stakeholder environments - Consultative sales approach that positions technology as a mission enabler and aligns solutions to public sector modernization initiatives - Ability to manage major accounts with a high degree of ownership and control, working under minimal supervision on complex opportunities - Skill in collaborating with system integrators, resellers, and internal pre- and post-sales teams to drive successful customer outcomes - Effective written and verbal communication skills, with strong interpersonal abilities to build consensus across technical and non-technical stakeholders - Alignment with GitLab’s values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain About the team The Public Sector Team focuses on helping U.S. Department of Defense agencies modernize how they build, secure, and operate software using GitLab’s AI-powered DevSecOps platform. Yo

Experience selling technology solutions to Department of Defense agencies; Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization; Understanding of compliance requirements, and agency buying cycles, with the ability to navigate complex stakeholder environments; Consultative sales approach that positions technology as a mission enabler and aligns solutions to public sector modernization initiatives; Ability to manage major accounts with a high degree of ownership and control, working under minimal supervision on complex opportunities; Skill in collaborating with system integrators, resellers, and internal pre- and post-sales teams to drive successful customer outcomes; Effective written and verbal communication skills, with strong interpersonal abilities to build consensus across technical and non-technical stakeholders; Alignment with GitLab’s values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain

Build and execute strategic account plans that align GitLab’s AI-powered DevSecOps platform with public sector modernization initiatives; Navigate complex procurement and contracting processes while shaping multi-year technology roadmaps with CIOs and technical leaders; Act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers; Own your book of business, from pipeline development through close and expansion, using a consultative, mission-focused sales approach; Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure successful rollout, adoption, and value realization; Partner with system integrators, resellers, and other channel partners to generate qualified leads and co-create solutions for government challenges; Conduct ongoing prospecting and opportunity development activities within large and strategic accounts to drive new and expansion business; Represent the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal teams