Public Sector Strategic Account Executive, DoD

GitlabGitlab·Remote(Remote, US)
Sales
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WFA Digital Insight

As the demand for digital transformation in the public sector grows, with over 70% of government agencies expected to adopt DevSecOps by 2027, skilled professionals are in high demand. Gitlab's AI-powered platform is at the forefront of this shift. With a strong track record of innovation and a commitment to customer success, this role offers a unique chance to drive meaningful change. Candidates should be prepared to demonstrate expertise in strategic account management, CI/CD automation, and secure development practices, as well as a deep understanding of the public sector's unique challenges and opportunities.

Job Description

About the Role

The Public Sector Strategic Account Executive role at Gitlab is a critical position that involves working closely with Department of Defense agencies to modernize their software development and security practices. As a strategic account leader, you will be responsible for developing and executing multi-year account plans, navigating complex procurement cycles, and partnering with system integrators and resellers to deliver outcomes that matter to public sector missions. You will be the primary point of contact for strategic and large prospects, acting as a trusted advisor and driving successful rollouts and adoption of Gitlab's AI-powered DevSecOps platform.

The role requires a deep understanding of the public sector's unique challenges and opportunities, as well as the ability to align Gitlab's platform with agency priorities such as CI/CD automation, secure development practices, and infrastructure modernization. You will be part of a high-performance team that values innovation, collaboration, and continuous knowledge exchange.

What You Will Do

  • Develop 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

What We Are Looking For

  • 5+ years of experience in strategic account management, sales, or business development, preferably in the public sector or a related field
  • Proven track record of driving revenue growth and expanding existing customer relationships
  • Strong understanding of the public sector's unique challenges and opportunities, including experience working with Department of Defense agencies
  • Excellent communication, negotiation, and interpersonal skills, with the ability to build strong relationships with CIOs, technical leaders, and other stakeholders
  • Ability to navigate complex procurement and contracting processes, with experience working with system integrators and resellers
  • Strong knowledge of DevSecOps, CI/CD automation, and secure development practices, with experience working with AI-powered platforms
  • Bachelor's degree in a related field, such as computer science, engineering, or business administration

Nice to Have

  • Experience working with Gitlab's AI-powered DevSecOps platform or similar technologies
  • Certifications in sales, marketing, or a related field, such as CSP or CSS
  • Experience working with system integrators and resellers to generate qualified leads and co-create solutions
  • Strong understanding of the public sector's technology landscape, including experience working with government agencies and contractors

Benefits and Perks

  • Competitive salary and bonus structure
  • Comprehensive benefits package, including health, dental, and vision insurance
  • Generous paid time off and holiday schedule
  • Remote work stipend and flexible work arrangements
  • Professional development opportunities, including training and certification programs
  • Access to the latest technologies and tools, including Gitlab's AI-powered DevSecOps platform
  • Collaborative and dynamic work environment with a team of experienced professionals

How to Stand Out

  • Develop a strong understanding of the public sector's unique challenges and opportunities, including experience working with Department of Defense agencies
  • Build a portfolio of successful case studies and testimonials from previous clients or customers
  • Prepare to demonstrate expertise in strategic account management, CI/CD automation, and secure development practices
  • Research Gitlab's AI-powered DevSecOps platform and be prepared to discuss its benefits and applications in the public sector
  • Emphasize your ability to navigate complex procurement and contracting processes, and your experience working with system integrators and resellers
  • Be prepared to discuss your experience working with cross-functional teams, including pre-sales and post-sales engineering, customer success, and support teams

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