Strategic Account Executive

An overview of this role

As a Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Civilian agencies as we support government teams modernizing how they build, secure, and deliver software. You'll align GitLab's AI-powered DevSecOps Platform with agency priorities such as secure software delivery, continuous integration and continuous delivery, software supply chain security, FedRAMP-authorized platform requirements, agentic AI adoption, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you'll own a strategic book of business and work directly with senior agency and technical stakeholders to link software modernization efforts to mission outcomes.

This is a role with clear ownership and visible impact. You will lead account strategy from early prospecting through rollout, adoption, and expansion, while shaping long-term plans that support both customer success and GitLab's growth in the public sector.

What you’ll do

• 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.

What you’ll bring

• 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.

About the team

The GitLab Public Sector team works with government agencies that are improving how they deliver digital services through secure, team-based, and efficient software development. As part of GitLab's AMER Public Sector Enterprise organization, we work in an all-remote, asynchronous environment and partner closely across sales, solutions, customer success, professional services, marketing, and management to help agencies reduce manual processes, strengthen security and compliance, and modernize software delivery with our AI-powered DevSecOps Platform. We are focused on helping public sector customers deliver secure software faster while advancing mission outcomes for the communities they serve.