An overview of this role

As a Strategic Account Leader on our Public Sector Team, you'll help state and local agencies and higher education institutions modernize how they build and secure software using GitLab's AI-powered DevSecOps platform. You'll align GitLab with agency priorities like CI/CD automation, secure development practices, and infrastructure modernization in regulated environments, acting as the primary point of contact for strategic and large prospects. Reporting to a Regional Director, you'll own a defined book of business, build and execute multi-year account plans, navigate complex procurement cycles, and partner closely with system integrators and resellers to deliver outcomes that matter to public sector missions.

In your first year, you'll focus on developing trusted relationships with CIOs, technical leaders, and key stakeholders across your territory, driving successful rollouts and adoption of GitLab, and coordinating with our pre- and post-sales engineering and support teams. You'll also represent the voice of your customers internally by sharing product feedback and ideas through our public issue tracker, helping shape how GitLab serves the public sector over time.

Location: Remote, Texas
What you'll do

• Build 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

What you'll bring

• Experience selling technology solutions to U.S. State and Local Government and Higher Education institutions, including working within regulated environments
• Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization
• Understanding of State procurement vehicles, compliance requirements, and agency buying cycles, with the ability to navigate complex stakeholder environments
• Consultative sales approach that positions technology as a mission enabler and aligns solutions to public sector modernization initiatives
• Ability to manage major accounts with a high degree of ownership and control, working under minimal supervision on complex opportunities
• Skill in collaborating with system integrators, resellers, and internal pre- and post-sales teams to drive successful customer outcomes
• Effective written and verbal communication skills, with strong interpersonal abilities to build consensus across technical and non-technical stakeholders
• Alignment with GitLab's values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain

About the team

The Public Sector Team focuses on helping U.S. state and local governments and higher education institutions modernize how they build, secure, and operate software using GitLab's AI-powered DevSecOps platform. You'll join a distributed group of strategic account leaders, solutions architects, and channel specialists who collaborate asynchronously across time zones to serve complex, regulated customers. We partner closely with system integrators and resellers, align with agency procurement processes, and coordinate with product, marketing, and support teams to deliver secure, compliant solutions. Our current priorities include navigating evolving procurement and compliance requirements, supporting infrastructure modernization and secure development practices, and expanding GitLab's presence across key public sector accounts.

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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