Public Sector Strategic Account Executive, Federal Civilian

ABOUT THE ROLE As a Public Sector Strategic Account Executive, you will play a key role in driving GitLab's growth across U.S. Federal Civilian agencies. You will be responsible for aligning GitLab's AI-powered DevSecOps Platform with agency priorities such as secure software delivery, continuous integration and continuous delivery, software supply chain security, FedRAMP-authorized platform requirements, agentic AI adoption, and infrastructure modernization in regulated environments. WHAT YOU'LL DO As a Public Sector Strategic Account Executive, you will be responsible for leading account strategy from early prospecting through rollout, adoption, and expansion, while shaping long-term plans that support both customer success and GitLab's growth in the public sector. Your key responsibilities will include: Supporting and growing strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth Building and executing account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps Leading 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 Driving prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts Navigating federal procurement cycles and positioning FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations Developing consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs Representing the voice of the customer by submitting product ideas through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings Educating customers on GitLab's AI capabilities, including agentic AI use cases, and aligning those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes WHAT YOU'LL NEED To be successful in this role, you will need to have: 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, with comfort positioning FedRAMP-authorized solutions in regulated environments Ability to translate AI and agentic AI capabilities into clear public sector value propositions Alignment with GitLab's values and openness to bringing transferable experience from adjacent public sector or enterprise technology environments WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere and be part of a distributed team that values collaboration and open communication. You will be expected to work effectively with minimal supervision and be able to manage your time and prioritize tasks to meet deadlines