Public Sector Strategic Account Executive, DoW
Own strategic public sector accounts for GitLab’s DevSecOps platform, helping Department of War agencies modernize software development and security. The role requires complex technology sales, procurement expertise, consultative account management, and collaboration with channel and technical teams.
About the job
Responsibilities
- Build and execute strategic account plans aligned with GitLab’s AI-powered DevSecOps platform and public sector modernization initiatives.
- Navigate complex procurement and contracting processes and shape multi-year technology roadmaps with CIOs and technical leaders.
- Serve as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers.
- Own a 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 drive rollout, adoption, and value realization.
- Partner with system integrators, resellers, and other channel partners to generate qualified leads and co-create solutions.
- Prospect within large and strategic accounts to develop new and expansion opportunities.
- Represent customer needs by sharing feedback and product ideas through GitLab’s public issue tracker and internal teams.
Requirements
- Experience selling technology solutions to Department of War agencies.
- Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization.
- Understanding of compliance requirements and agency buying cycles in complex stakeholder environments.
- Consultative sales skills that connect technology solutions to public sector modernization initiatives.
- Ability to independently manage major accounts and complex opportunities.
- Experience collaborating with system integrators, resellers, and internal pre- and post-sales teams.
- Strong written, verbal, interpersonal, and consensus-building skills.
Compensation and Benefits
- Base salary: $122,000–$205,200 USD annually.
- Sales incentive pay targeted at up to 100% of offered base salary.
- Benefits include flexible paid time off, equity compensation, employee stock purchase plan, growth and development fund, parental leave, and health and well-being support.
Skills
DevSecOps, CI/CD, Infrastructure Modernization, Secure Development, Public Sector Sales, Strategic Account Planning, Consultative Selling, Procurement, Contracting, Compliance, System Integrators, Reseller Partnerships, Customer Success, Salesforce
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