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GitLab is seeking a Strategic Account Executive to drive public sector adoption of its AI-powered DevSecOps platform across the Great Lakes region (Michigan, Ohio, Indiana). You will serve as the primary trusted advisor for state and local government agencies and higher education institutions, helping them modernize software development and security practices.
In this role, you will own a defined book of business and build multi-year strategic account plans aligned with agency modernization priorities such as CI/CD automation, secure development practices, and infrastructure modernization in regulated environments. You'll navigate complex government procurement cycles, manage relationships with CIOs and technical leaders, and coordinate with system integrators and resellers to deliver outcomes that matter to public sector missions.
Key responsibilities include developing trusted relationships with key stakeholders, driving successful rollouts and adoption, coordinating with pre- and post-sales engineering teams, and representing customer voice internally through GitLab's public issue tracker. You'll conduct ongoing prospecting within large accounts, manage the full sales cycle from pipeline development through close and expansion, and collaborate across internal teams to ensure successful customer outcomes.
You bring 5+ years of experience selling technology solutions to U.S. State and Local Government and Higher Education institutions, with knowledge of software development lifecycle concepts (CI/CD, secure development, infrastructure modernization). You understand state procurement vehicles, compliance requirements, and agency buying cycles. You excel at consultative selling, positioning technology as a mission enabler, and managing major accounts with high ownership and minimal supervision. Strong communication skills and ability to build consensus across technical and non-technical stakeholders are essential. You report to a Regional Director and work in a high-performance, values-driven culture that embraces AI as a core productivity multiplier.
