Strategic Account Executive

Responsibilities: - Support and grow strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth. - Build and execute account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps. - Lead account direction across pre-sales and post-sales activities in partnership with Solutions Architects, Customer Success Managers, Professional Services, Marketing, partner teams, and sales management to enable rollout, adoption, and long-term customer outcomes. - Drive prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts. - Navigate federal procurement cycles and position FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations. - Develop consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs. - Represent the voice of the customer by submitting product ideas through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings. - Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes. Required Qualifications: - Experience selling technology solutions into U.S. Federal Civilian agencies and understanding the federal public sector landscape, procurement vehicles, compliance requirements, and agency buying cycles. - Ability to manage large, complex opportunities with multiple stakeholders and maintain strong ownership throughout the sales process. - Skill in using a consultative sales approach to link technical decisions and platform value to agency mission outcomes. - Strong communication, negotiation, presentation, and relationship-building skills, including with executive-level stakeholders. - Ability to work effectively with minimal supervision in a distributed, asynchronous environment. - Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows. - Ability to translate AI and agentic AI capabilities into clear public sector value propositions.