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GitLab · 23 hours ago

Public Sector Strategic Account Executive - DoD

United States

Full-time

Remote

Senior Level

$104K/yr - $183K/yr

GitLab is an open-core software company that develops an AI-powered DevSecOps platform used by over 100,000 organizations. The Strategic Account Executive will help Department of Defense agencies modernize their software development processes, acting as a trusted advisor and primary point of contact for strategic prospects while collaborating with various teams to ensure successful implementation and value realization.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

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

Qualification

Selling technology solutionsSoftware development lifecycleCI/CD automationConsultative sales approachCompliance requirementsAccount managementCollaboration with partnersEffective communicationInterpersonal skills

Required

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