Public Sector Strategic Account Executive - Intelligence Community

Public Sector Strategic Account Executive - Intelligence Community

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world.

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

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the US Intelligence Community / Agencies.

Location requirements

Candidates must be based in the Washington, DC metropolitan area or Northern Virginia region. This role involves frequent onsite meetings with customers and prospects in Northern Virginia, making local proximity essential for success in this position.

What you’ll do

• Build and execute strategic account plans that align GitLab's platform with agency modernization initiatives
• Navigate complex procurement cycles and develop multi-year technology roadmaps with CIOs and technical leaders
• Partner with system integrators and resellers to create powerful solutions for government challenges
• Act as a primary point of contact and the face of GitLab for strategic and large prospects
• Take ownership of your book of business
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota

What you’ll bring

• Minimum 5+ years of experience selling into the Intelligence Community
• TS/SCI clearance is required and will be verified before employment begins
• Deep understanding of federal procurement vehicles, compliance requirements, and agency buying cycles
• Consultative approach that positions technology as a mission enabler
• Passion for open source and modern software development practices
• Track record of navigating complex stakeholder environments and building consensus
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• You share our values, and work in accordance with those values

About the team

GitLab Public Sector