Public Sector Strategic Account Executive, FSI

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. Team members are expected to incorporate AI into their daily workflows.

As a Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Systems Integrators (FSIs) as government teams modernize how they build, secure, and deliver software. You'll align GitLab's AI-powered DevSecOps platform with priorities such as secure software delivery, CI/CD automation, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you'll own a strategic book of business, working with corporate leaders and technical stakeholders, shaping long-term account plans, and guiding adoption from early conversations through rollout. This role is part of GitLab's AMER Public Sector Enterprise team and benefits from proximity to the Washington, DC area for on-site company meetings, or willingness to travel as needed.

• Build strategic account plans that align GitLab's platform with FSI modernization initiatives and mission priorities.
• Navigate complex procurement cycles and develop multi-year technology roadmaps with chief information officers, technical leaders, and other stakeholders.
• Act as the primary point of contact and a trusted representative of GitLab for strategic and large FSI prospects.
• Own your book of business and lead account strategy across both pre-sales and post-sales activities.
• Collaborate with DoW, IC, and FedCiv account executives and cross-functional partners to support rollout and adoption of GitLab products.
• Partner with resellers to deliver solutions that address FSI technology and services requirements.
• Conduct prospecting and opportunity development activities across large and strategic accounts.
• Contribute customer feedback and product ideas to GitLab's public issue tracker as the voice of the customer.

• Experience selling technology solutions into Federal agencies and Federal Systems Integrators and managing complex strategic accounts.
• Knowledge of contractor procurement processes, compliance requirements, and company buying cycles.
• Understanding of software development lifecycle practices such as CI/CD automation, secure development, and infrastructure modernization in regulated environments.
• Ability to use a consultative sales approach that connects technology decisions to company mission and business outcomes.
• Skill in navigating complex stakeholder environments, building consensus, and maintaining strong account ownership.
• Communication skills for clear written and verbal engagement with company leaders, partners, and internal teams.
• Comfort working with minimal supervision on complex initiatives in a distributed environment.
• Alignment with GitLab's values, with openness to candidates with relevant transferable experience from adjacent public sector or enterprise technology settings.

The base salary range for this role's listed level is for residents of the United States only: $122,000—$205,200 USD. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities, equity with other team members, alignment with market data, and geographic location. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. The base salary range does not include bonuses, equity, or benefits.

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Apply through the GitLab Greenhouse job posting. GitLab hires new team members in countries around the world; all roles are remote, though some roles may carry specific location-based eligibility requirements.