Public Sector Strategic Account Executive, Federal Civilian

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.

Compensation

• Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.