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

• 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

• Alignment with GitLab’s values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain

About the team

The Public Sector Team focuses on helping U.S. Department of Defense agencies modernize how they build, secure, and operate software using GitLab’s AI-powered DevSecOps platform. You’ll join a distributed group of strategic account leaders, solutions architects, and channel specialists who collaborate asynchronously across time zones to serve complex, regulated customers. We partner closely with system integrators and resellers, align with agency procurement processes, and coordinate with product, marketing, and support teams to deliver secure, compliant solutions. Our current priorities include navigating evolving procurement and compliance requirements, supporting infrastructure modernization and secure development practices, and expanding GitLab’s presence across key public sector accounts.