Public Sector Strategic Account Executive, DoD

An overview of this role

As a Strategic Account Leader on our Public Sector Team, you’ll help Department of Defense agencies modernize how they build and secure software using GitLab’s AI-powered DevSecOps platform. You’ll align GitLab with agency priorities like CI/CD automation, secure development practices, and infrastructure modernization in regulated environments, acting as the primary point of contact for strategic and large prospects. Reporting to a Regional Director, you’ll own a defined book of business, build and execute multi-year account plans, navigate complex procurement cycles, and partner closely with system integrators and resellers to deliver outcomes that matter to public sector missions.

In your first year, you’ll focus on developing trusted relationships with CIOs, technical leaders, and key stakeholders across your territory, driving successful rollouts and adoption of GitLab, and coordinating with our pre- and post-sales engineering and support teams. You’ll also represent the voice of your customers internally by sharing product feedback and ideas through our public issue tracker, helping shape how GitLab serves the public sector over time.

What you’ll do

• 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

What you’ll bring

• 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