An overview of this role

As a Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Systems Integrators at a time when government teams are modernizing how they build, secure, and deliver software. You'll align GitLab's AI-powered DevSecOps platform with company priorities such as secure software delivery, continuous integration and continuous delivery (CI/CD) automation, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you'll own a strategic book of business, and we'll rely on you to help company leaders connect software modernization efforts to mission outcomes that improve products and services for Federal agencies.

This is a role with clear ownership and visible impact. You will work directly with corporate leaders and technical stakeholders, shape long-term account plans, and guide adoption from early conversations through rollout. This role is part of GitLab's AMER Public Sector Enterprise team and benefits from proximity to the Washington, DC area for on-site company meetings, or willingness to travel as needed.

What you'll do

• Build strategic account plans that align GitLab's platform with FSI modernization initiatives and mission priorities.
• Navigate complex procurement cycles and develop multi-year technology roadmaps with chief information officers, technical leaders, and other stakeholders.
• Act as the primary point of contact and a trusted representative of GitLab for strategic and large FSI prospects.
• Own your book of business and lead account strategy across both pre-sales and post-sales activities.
• Collaborate with DoW, IC, and FedCiv account executives, and other cross-functional partners to support successful rollout and adoption of GitLab products across FSI divisions, business units, and program teams.
• Partner with resellers to deliver solutions that address FSI technology and services requirements.
• Conduct prospecting and opportunity development activities across large and strategic accounts.
• Contribute customer feedback and product ideas to GitLab's public issue tracker as the voice of the customer.

What you'll bring

• Experience selling technology solutions into Federal agencies and Federal Systems Integrators and managing complex strategic accounts.
• Knowledge of contractor procurement processes, compliance requirements, and company buying cycles.
• Understanding of software development lifecycle practices such as CI/CD automation, secure development, and infrastructure modernization in regulated environments.
• Ability to use a consultative sales approach that connects technology decisions to company mission and business outcomes.
• Skill in navigating complex stakeholder environments, building consensus, and maintaining strong account ownership.
• Communication skills that support clear written and verbal engagement with company leaders, partners, and internal teams.
• Comfort working with minimal supervision on complex initiatives in a distributed environment.
• Alignment with GitLab's values, with openness to candidates who bring relevant transferable experience from adjacent public sector or enterprise technology settings.

About the team

The GitLab Public Sector team supports government agencies that are improving how they deliver digital services through secure, collaborative, and efficient software development. We work across regions in an asynchronous, all-remote environment and help agencies reduce manual processes, strengthen security and compliance, and modernize their software delivery practices with GitLab's single DevSecOps platform. We're focused on helping public sector customers deliver secure software faster while supporting mission outcomes for the communities they serve.

The base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$122,000-$205,200 USD

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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