Public Sector Strategic Account Executive DoD

You will lead strategic sales for Department of Defense agencies, aligning GitLab’s AI-powered DevSecOps platform with modernization priorities. You will own a book of business, develop multi-year account plans, navigate procurement cycles, and build relationships with CIOs, technical leaders, and other stakeholders. You will collaborate with engineering, customer success, support, system integrators, and resellers to support successful rollouts, adoption, and account expansion. You will also share customer feedback and product ideas internally and through the public issue tracker.

Responsibilities

• Build and execute strategic account plans aligned with public sector modernization initiatives.
• Navigate procurement and contracting processes and shape 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 the book of business from pipeline development through close and expansion.
• Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure rollout, adoption, and value realization.
• Partner with system integrators, resellers, and channel partners to generate qualified leads and co-create government solutions.
• Conduct prospecting and opportunity development within large and strategic accounts.
• Share customer feedback and product ideas through GitLab’s public issue tracker and internal teams.

Requirements

• Experience selling technology solutions to Department of Defense 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.
• Consultative sales approach aligned with public sector modernization initiatives.
• Ability to manage major accounts with ownership and control under minimal supervision.
• Ability to collaborate with system integrators, resellers, and internal pre-sales and post-sales teams.
• Written, verbal, and interpersonal communication skills for 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.

Benefits

• Health, financial, and well-being benefits.
• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental Leave.
• Incentive pay targeted at up to 100% of the offered base salary.