Public Sector Strategic Account Executive FSI
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will own a strategic book of business across U.S. Federal Systems Integrators. You will build long-term account plans, navigate procurement cycles, develop technology roadmaps, and act as GitLab’s primary contact for strategic prospects. You will lead pre-sales and post-sales account strategy, collaborate with account executives and cross-functional partners, work with resellers, develop opportunities, and share customer feedback and product ideas.
Requirements
- 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, including CI/CD automation, secure development, and infrastructure modernization in regulated environments.
- Ability to use a consultative sales approach that connects technology decisions to mission and business outcomes.
- Skill in navigating complex stakeholder environments, building consensus, and maintaining account ownership.
- Written and verbal communication skills for engagement with company leaders, partners, and internal teams.
- Ability to work with minimal supervision on complex initiatives in a distributed environment.
- Alignment with GitLab's values and relevant transferable experience from adjacent public sector or enterprise technology settings.
Responsibilities
- Build strategic account plans aligned 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 trusted representative for strategic and large FSI prospects.
- Own a book of business and lead account strategy across pre-sales and post-sales activities.
- Collaborate with DoW, IC, and FedCiv account executives and cross-functional partners to support product rollout and adoption 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 across large and strategic accounts.
- Contribute customer feedback and product ideas to the public issue tracker.
Benefits
- Benefits supporting health, finances, and well-being.
- Flexible Paid Time Off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Growth and Development Fund.
- Parental Leave.
