An overview of this role

As a Strategic Account Executive focused on the Australian Federal Government, you will serve
as the primary trusted advisor and strategic partner for federal government agencies seeking to
modernize how they build, secure, and deliver software using GitLab's AI-powered DevSecOps
platform. You'll develop and execute multi-year partnership strategies that align GitLab's
capabilities with government priorities such as secure software delivery, continuous integration
and delivery (CI/CD), and infrastructure modernization in regulated environments. Reporting to
the Head of Enterprise for GitLab's Australian business, you'll build deep relationships with
senior stakeholders, work collaboratively with internal specialists and channel partners, and help
drive meaningful transformation across Australian Federal Government accounts.
In your first year, you'll focus on building trusted relationships with senior stakeholders,
understanding agency modernization priorities and challenges, and working with
cross-functional teams to develop and deliver solutions that create value. You'll coordinate
closely with our pre-sales and post-sales teams to ensure customers realize the full potential of
GitLab and achieve their strategic objectives. You'll also represent the voice of your customers
internally by sharing product feedback and ideas through GitLab's public issue tracker, helping
inform product strategy and strengthening your partnerships over time.

What you'll do:

• Develop and execute strategic, multi-year partnership and account plans across your
  defined territory of Australian Federal Government accounts, aligning GitLab's
  AI-powered DevSecOps platform with agency modernization priorities such as CI/CD
  automation, secure software delivery, and infrastructure modernization in regulated
  environments.

• Own your strategic partnerships end-to-end, from initial discovery and
  relationship-building through solution design, implementation, adoption, and ongoing
  value creation, using a consultative, mission-focused approach.

• Serve as the primary point of contact and trusted advisor for strategic prospects and
  customers, building relationships with senior stakeholders (including CIOs and technical
  leaders) and mapping complex buying groups.

• Navigate complex public sector procurement and contracting processes, partnering with
  internal stakeholders to support deal strategy, account planning, and execution.

• Collaborate closely with solutions architects and other pre- and post-sales partners to
  design solutions, run evaluations, and support successful rollouts, adoption, and value
  realization.

• Partner with system integrators, resellers, and other channel partners (plus internal
  engineering, solutions, and customer success teams) to generate qualified opportunities,
  co-develop secure, compliant solutions for complex government environments, and support account growth.

• Coordinate internal resources across sales, marketing, product, and customer teams to remove blockers, maintain momentum on strategic opportunities, and ensure a high-quality customer experience.

• Stay close to your customers and market to inform your sales strategy, sharing feedback
  and product ideas through GitLab's public issue tracker and internal channels, helping
  shape how GitLab serves Australian Federal Government customers over time.

What you’ll bring

• Experience selling enterprise software or SaaS to the Australian Federal Government,
  including navigating complex stakeholder environments and long, regulated procurement
  cycles.

• Strong account planning skills, with a track record of building and executing multi-year
  account plans across a defined territory or book of business.

• Consultative sales approach, with the ability to connect customer mission outcomes to
  platform capabilities across the software development lifecycle, including continuous
  integration and delivery (CI/CD), secure software development practices, and
  infrastructure modernization.

• Confidence engaging with both technical and non-technical stakeholders, from
  practitioners to senior leaders, and translating complex requirements into clear next
  steps and value.

• Proven ability to drive end-to-end sales execution, including pipeline generation,
  opportunity qualification, forecasting discipline, negotiation, close, and expansion.

• Experience partnering effectively with internal teams (for example, solutions architects,
  customer success, and support) to drive successful evaluations, rollouts, adoption, and
  value realization.

• Ability to collaborate with system integrators, resellers, and other partners to create
  aligned account strategies and deliver outcomes for government customers.

• Comfort working autonomously in a remote, asynchronous environment, with strong
  ownership, clear written communication, and a bias toward measurable results.

About the team
The Public Sector and Enterprise teams at GitLab help large, mission-driven organizations modernize how they plan, build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. In this Strategic Account Executive role focused on the Australian Federal Government, you'll work with a cross-functional group of account leaders, solutions architects, and customer success partners to build trusted relationships, navigate complex stakeholder and procurement environments, and deliver outcomes that matter to government missions. We operate as an all-remote, asynchronous team, partnering closely with internal teams and channel partners to support long-term adoption and expansion across strategic accounts.