Strategic Account Executive - UK Public Sector

GitLab; United Kingdom; Remote; GBP 60,000 - 90,000; Full time

Job summary

GitLab is seeking a Strategic Account Executive focused on the UK public sector. This remote position involves driving platform adoption through effective partnerships and engagement with government organizations. The ideal candidate will have substantial public sector sales experience and a deep understanding of governmental initiatives. Join GitLab in contributing to digital transformations that enhance public services.

Qualifications

• 5+ years public sector software sales experience.
• Deep understanding of government digital transformation initiatives.
• Experience with complex organizations and multi-stakeholder engagement.

Responsibilities

• Drive platform adoption across UK&I public sector organizations.
• Manage account strategies and relationships with government bodies.
• Drive revenue through partnerships with system integrators.

Skills

Strategic Account Management

Public Sector Expertise

Negotiation Skills

Relationship Building

Education

Experience with government framework procurement

Tools

CRM (Salesforce)

Job description

Strategic Account Executive - UK Public Sector

Remote, United Kingdom

GitLab is an open core software company that develops the most comprehensiveAI-powered DevSecOps Platform , used by more than 100,000 organizations. Ourmission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running ouroperationson our product and staying aligned with ourvalues . Learn more aboutLife at GitLab .

Thanks to products likeDuo Enterprise , andDuo Workflow , customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector within the UK.

Key Role Purpose

To drive GitLab platform adoption across UK&I public sector organizations, orchestrating successful partner relationships and direct engagement across Local Authorities, Universities, Blue Light Services, Regional Healthcare Organizations, and Arms-Length Bodies, while ensuring alignment with government digital transformation initiatives.

Core Responsibilities

Strategic Account Management

• Develop and execute multi-year account strategies using MEDDPICC methodology
• Build C-level relationships across regional government bodies
• Drive platform adoption through centers of excellence
• Manage complex procurement processes across government frameworks
• Create sector-specific value propositions and business cases

Territory Development & Scale

• Build and execute strategic territory plan across public sector segments
• Create scalable prospecting and account development strategies
• Implement repeatable sector plays and reference programs
• Manage resource allocation across complex account portfolio
• Drive territory growth through new logo acquisition and expansion
• Develop territory-specific partner ecosystems

Partner Ecosystem Management

• Drive revenue through strategic system integrators
• Develop relationships with regional service providers
• Coordinate with cloud provider partnerships (AWS, Azure, GCP)
• Enable managed service provider success
• Lead joint account planning and execution

Required Experience & Knowledge

Public Sector Expertise

• Proven UK public sector software sales experience (5+ years)
• Deep understanding of government digital transformation initiatives
• Experience with government framework procurement
• Multi-stakeholder engagement in complex organizations
• Understanding of sector-specific requirements:
• Higher Education research computing environments
• Emergency Services command & control systems
• Local Authority shared services

Technical Ecosystem Knowledge

• Understanding of complementary technologies:
• Security Tools (Snyk, SonarQube, Aqua)
• Infrastructure Automation (HashiCorp, Ansible)
• Observability Solutions (Datadog, Dynatrace)
• Cloud Security (Prisma, Wiz)

Sales Methodology & Process

• MEDDPICC methodology mastery and implementation
• Territory planning and scaling expertise
• Proven forecast accuracy using MEDDPICC scoring
• Track record of complex deal closure
• Experience building territories from ground up

Additional Requirements

• Security clearance eligibility
• Willingness to travel across UK&I
• Experience with open source solutions
• Strong presentation and negotiation skills
• Demonstrable territory management tool proficiency
• Track record of building scalable territory models
• CRM (Salesforce) territory management
• Account planning tools
• Pipeline analytics
• Forecast management

Location: UK Based (Remote with Regional Travel)

Government agencies strive to serve the public by providing optimal experiences to their communities. One way to do this is a successful digital transformation ensuring software is secure, manual processes are minimized, and there is collaboration between teams and vendors.GitLab supports your digital transformation because it is secure by design, reduces manual processes, and empowers collaboration to provide a positive civilian experience.GitLab, The One DevSecOps platform, is for software users in government agencies, enabling them to deliver secure software faster, automate software factory deployment, and empower collaboration to serve the public - securing the speed to mission.

#LI-BC2

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See alsoGitLab’s EEO Policy andEEO is the Law . If you have a disability or special need that requiresaccommodation , please let us know during therecruiting process .

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