Public Sector Strategic Account Executive, Federal Civilian

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• 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 to enable rollout, adoption, and long-term customer outcomes.

• 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 through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings.

• Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes.

• Experience selling technology solutions into U.S. Federal Civilian agencies and understanding 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.

• Skill in using a 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.

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental Leave

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.