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Salary: USD 122,000 - 205,200 / annual
GitLab is seeking a Strategic Account Executive to drive growth across U.S. Federal Civilian agencies. In this role, you will own a strategic book of business and work directly with senior agency and technical stakeholders to align GitLab's AI-powered DevSecOps Platform with agency priorities including secure software delivery, continuous integration and continuous delivery, software supply chain security, FedRAMP-authorized platform requirements, agentic AI adoption, and infrastructure modernization in regulated environments. You will report to a Regional Director and lead account strategy from early prospecting through rollout, adoption, and expansion.
Key responsibilities include:
- Support and grow strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth
- Build and execute account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps
- Lead account direction across pre-sales and post-sales activities in partnership with Solutions Architects, Customer Success Managers, Professional Services, Marketing, partner teams, and sales management
- Drive prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts
- Navigate federal procurement cycles and position FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations
- Develop consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs
- Represent the voice of the customer by submitting product ideas and contributing to win/loss analysis
- Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, and mission impact
Requirements:
- Experience selling technology solutions into U.S. Federal Civilian agencies with understanding of the federal public sector landscape, procurement vehicles, compliance requirements, and agency buying cycles
- Ability to manage large, complex opportunities with multiple stakeholders and maintain strong ownership throughout the sales process
- Consultative sales approach to link technical decisions and platform value to agency mission outcomes
- Strong communication, negotiation, presentation, and relationship-building skills, including with executive-level stakeholders
- Ability to work effectively with minimal supervision in a distributed, asynchronous environment
- Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows, with comfort positioning FedRAMP-authorized solutions in regulated environments
- Ability to translate AI and agentic AI capabilities into clear public sector value propositions
- Alignment with GitLab's values and openness to bringing transferable experience from adjacent public sector or enterprise technology environments
