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Salary: USD 122,000 - 205,200 / annual
GitLab is seeking a Public Sector Strategic Account Executive to serve Department of War agencies and help them modernize their software development and security practices using GitLab's AI-powered DevSecOps platform. You will act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers, owning a defined book of business and managing the full sales cycle from pipeline development through close and expansion.
In this role, you will build and execute multi-year strategic account plans that align GitLab's platform with agency modernization initiatives, including CI/CD automation, secure development practices, and infrastructure modernization in regulated environments. You'll navigate complex government procurement and contracting processes, shape technology roadmaps with CIOs and technical leaders, and manage major accounts with high ownership and minimal supervision.
You will collaborate closely with pre-sales and post-sales engineering teams, customer success, and support to ensure successful rollout and adoption. You'll also partner with system integrators and resellers to generate qualified leads and co-create solutions for government challenges. A key part of the role involves representing the voice of customers internally by sharing product feedback through GitLab's public issue tracker.
Reporting to a Regional Director, you'll work within a distributed public sector team that collaborates asynchronously across time zones to serve complex, regulated customers. Your first-year focus will be on developing trusted relationships with key stakeholders, driving successful rollouts, and coordinating with internal teams to deliver outcomes that matter to public sector missions.
REQUIREMENTS:
- Experience selling technology solutions to Department of War 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 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 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
