Public Sector Account Executive
Job Summary
As a Strategic Account Leader on the Public Sector Team, you will help Department of Defense agencies modernize software development using GitLab's AI-powered DevSecOps platform. You will manage a book of business, build multi-year account plans, and navigate complex procurement cycles. Additionally, you will partner with system integrators and resellers to drive successful outcomes for public sector missions.
Responsibilities
- Manage strategic accounts within the DoD sector
- Develop multi-year account and modernization roadmaps
- Navigate complex government procurement and contracting
- Collaborate with channel partners and internal engineering teams
Required Skills
- Experience selling to DoD agencies
- DevSecOps & CI/CD knowledge
- Consultative sales and account management
- Understanding of government compliance and buying cycles
Job Details
Responsibilities:
- 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.
Qualifications:
- 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, 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.