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GitLab · 3 weeks ago

Senior Professional Services Engagement Manager - PubSec - US

United States

Full-time

Remote

Senior Level

$124K/yr - $266K/yr

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. As a Senior Professional Services Engagement Manager focused on the Department of Defense and Federal Systems Integrators, you will drive GitLab’s growth in the public sector by structuring services engagements that create true partnership and shared success with customers.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Conduct discovery sessions with DoD agencies and Federal Systems Integrators to understand current-state capabilities, mission constraints, and desired business outcomes

Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and mission objectives

Structure engagements using outcome-based pricing approaches where appropriate, while maintaining flexibility for staff augmentation and packaged offerings when contracting requirements dictate

Navigate government contracting vehicles and work effectively through reseller/distributor partnerships and Federal Systems Integrators

Develop custom-scoped SOWs and staffing plans for complex DoD implementations, engaging with technical architects and delivery leadership to ensure deliverability

Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the context of federal requirements and compliance frameworks

Align with division chiefs, and program managers to gain agreement on scope, price, and shared responsibility mode of the services engagement

Build trusted advisor relationships with division chiefs, program managers, and technical leaders across DoD and FSI organizations

Guide customers through commercial terms, procurement processes, and contracting structures appropriate for their acquisition environment

Manage project- and account-level escalations, ensuring rapid resolution and maintaining customer confidence

Position consulting, training, success tiers, and additional solutions proactively to ensure successful outcomes and long-term customer retention

Facilitate solutioning sessions including implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering

Drive measurable outcomes by structuring services that support customer success metrics, accurately forecasting services bookings, and tracking key performance indicators related to bookings, margin, and attachment to strategic opportunities

Own the engagement lifecycle from initial discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery, ensuring engagements are deliverable, clearly defined, and outcome-oriented

Influence cross-functional teams by articulating GitLab’s professional services value proposition in the context of federal requirements and compliance frameworks, and by feeding customer insights back into sales, delivery, and practice management

Partner with regional sales and engagement leadership to prioritize and manage services opportunities that support critical deals and strategic initiatives, providing clear recommendations on risk management, negotiation strategies, and commercial structures

Foster a culture of enablement and continuous improvement by training field teams on how to position and sell professional services in the DoD and FSI context, and by sharing trends, feedback, and suggestions that improve go-to-market content and operational processes

Qualification

Professional services engagementGovernment contracting knowledgeDevSecOps expertiseSoftware development lifecycleCloud transformation initiativesEffective communicationNegotiation skillsProblem-solving skillsFacilitation skillsCross-functional collaboration

Required

Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the public sector, with deep familiarity with Department of Defense (DoD) agencies and Federal Systems Integrator (FSI) environments

Strong knowledge of government contracting processes and procurement vehicles, including experience working through reseller, distributor, and FSI partnerships to structure compliant services engagements

Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects

Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives, with the ability to connect technical solutions to mission objectives and measurable business outcomes

Effective communication and interpersonal skills with executive presence, able to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders

Highly developed facilitation, negotiation, and problem-solving skills, including the ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies

Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategy, staffing, and successful execution in a fast-paced environment

Capacity to work autonomously and asynchronously in a fully remote setting, managing multiple complex opportunities while maintaining accurate forecasting and consistent alignment with GitLab values and goals