Public Sector Strategic Account Executive, DoD

About the Role

As a Public Sector Strategic Account Executive at GitLab, you will play a pivotal role in driving the adoption of GitLab's AI-powered DevSecOps platform among Department of Defense agencies. Your primary focus will be on building and maintaining strategic relationships with key stakeholders, including CIOs and technical leaders, to align GitLab's solutions with their modernization initiatives. You will be the primary point of contact for these agencies, ensuring that their needs are met and that GitLab's platform is utilized to its full potential.

The public sector is undergoing a significant digital transformation, and GitLab is poised to be at the forefront of this change. With your expertise and GitLab's innovative platform, you will help these agencies improve their software development lifecycle, enhance operational efficiency, and reduce security and compliance risk.

You will report to a Regional Director and will be responsible for owning a defined book of business. This includes 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.

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 and internal teams
• Stay updated on the latest trends and technologies in the DevSecOps space and apply this knowledge to improve sales strategies and customer engagement
• Contribute to the development of sales enablement materials and training programs to enhance the sales team's effectiveness

What We Are Looking For

• Experience selling technology solutions to Department of Defense agencies or similar public sector entities
• Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization
• Understanding of compliance requirements, such as FedRAMP, and agency buying cycles
• Ability to navigate complex stakeholder ecosystems and build strong relationships with CIOs, technical leaders, and other key decision-makers
• Strong sales and account management skills, with the ability to develop and execute strategic account plans
• Experience working with AI-powered DevSecOps platforms or similar technologies
• Excellent communication and interpersonal skills, with the ability to articulate complex technical concepts to non-technical stakeholders
• Ability to work in a fast-paced environment and adapt to changing priorities and requirements
• Strong analytical and problem-solving skills, with the ability to analyze sales data and develop insights to inform sales strategies

Nice to Have

• Experience with sales enablement tools and technologies, such as CRM systems and sales analytics platforms
• Knowledge of cloud computing platforms, such as AWS or Azure, and their applications in the public sector
• Familiarity with agile development methodologies and their role in the software development lifecycle
• Experience working with system integrators and resellers to develop and execute sales strategies
• Certification in sales or a related field, such as a CPSA or CSO designation

Benefits and Perks

• Competitive salary and benefits package
• Stock options and equity participation
• Flexible and remote work arrangements, with the ability to work from anywhere
• Comprehensive health and wellness programs, including medical, dental, and vision coverage
• Generous PTO and holiday schedule, with the ability to recharge and relax
• Professional development opportunities, including training and education 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 and dedicated professionals
• Opportunity to work on high-impact projects and contribute to the development of innovative solutions

• Develop a deep understanding of the public sector's software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization.
• Build a strong network of contacts within the Department of Defense and other public sector agencies, including CIOs, technical leaders, and other key decision-makers.
• Stay up-to-date on the latest trends and technologies in the DevSecOps space, including AI-powered platforms and cloud computing solutions.
• Prepare to articulate the value proposition of GitLab's AI-powered DevSecOps platform, including its ability to improve operational efficiency, reduce security and compliance risk, and enhance the software development lifecycle.
• Demonstrate your ability to navigate complex procurement cycles and stakeholder ecosystems, including experience with FedRAMP and other compliance requirements.
• Showcase your sales and account management skills, including your ability to develop and execute strategic account plans, build strong relationships with key stakeholders, and drive revenue growth.
• Highlight your experience working with AI-powered DevSecOps platforms or similar technologies, including your ability to analyze sales data, develop insights, and inform sales strategies.