Public Sector Strategic Account Executive, FSI

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

An overview of this role

As a Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Systems Integrators at a time when government teams are modernizing how they build, secure, and deliver software. You'll align GitLab's AI-powered DevSecOps platform with company priorities such as secure software delivery, continuous integration and continuous delivery (CI/CD) automation, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you'll own a strategic book of business, and we'll rely on you to help company leaders connect software modernization efforts to mission outcomes that improve products and services for Federal agencies.

This is a role with clear ownership and visible impact. You will work directly with corporate leaders and technical stakeholders, shape long-term account plans, and guide 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.

What you’ll do

• 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 other cross-functional partners to support successful rollout and adoption of GitLab products across FSI divisions, business units, and program teams.
• 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.

What you’ll bring

• 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 that support 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 who bring relevant transferable experience from adjacent public sector or enterprise technology settings.

About the team

The GitLab Public Sector team supports government agencies that are improving how they deliver digital services through secure, collaborative, and efficient software development. We work across regions in an asynchronous, all-remote environment and help agencies reduce manual processes, strengthen security and compliance, and modernize their software delivery practices with GitLab's single DevSecOps platform. We're focused on helping public sector customers deliver secure software faster while supporting mission outcomes for the communities they serve.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.