Major Account Executive, UK Public Sector

Remote Worker LTD.; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible PTO

Equity compensation

Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave

Team Member Resource Groups

Job summary

GitLab is seeking a Major Account Executive to own a portfolio of the UK Public Sector and drive adoption of our AI-powered DevSecOps platform with a consultative sales approach. You will manage top accounts, coordinate cross-functional teams, and expand GitLab's footprint through strategic partnerships and tailored proposals.

You will lead end-to-end sales processes, develop account plans, and present compelling business cases to senior stakeholders while aligning with GitLab's values and

Qualifications

• Experience selling into highly complex organizations.
• A track record of consistent results and exceeding quota.
• Strong communication and presentation skills, including presenting to C-level executives.
• Experience with solution selling and positioning value based on customer needs.
• A deep understanding of Git, software development tools, and application lifecycle management.
• Alignment with GitLab's values and an ability to work in accordance with them.
• Ability to travel when needed and comply with GitLab's travel policy.

Responsibilities

• Manage and support GitLab's major accounts, providing account leadership throughout the pre- and post-sales process.
• Own the end-to-end sales process, coordinating solutions architects, customer success managers, professional services, marketing, executives, partners, and the channel.
• Prospect and develop opportunities in new and existing major accounts to meet or exceed your sales quota.
• Use solution selling to respond to customer needs, identify business opportunities, and build strategic, long-term partnerships.
• Develop account plans based on a deep understanding of your customers' performance metrics, business strategies, and goals.
• Discuss business needs with prospects and develop formal quotes, written sales proposals, or sales presentations that address those needs.
• Coordinate pre- and post-sales engineering and support resources to ensure successful rollout and adoption of GitLab products.
• Deepen your knowledge of the industry and GitLab's competitive position, contribute to root cause analysis of wins and losses, and share lessons with account managers, marketing, and technical teams.

Skills

Complex sales experience

Quota attainment

Executive communication

Solution selling

GitLab knowledge

Job description

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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As a Major Account Executive, you'll own a portfolio of our largest, most strategic customers and prospects in the UK Public Sector, helping them get the most value from GitLab's AI-powered DevSecOps platform. You'll win new enterprise accounts and expand GitLab's footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion. You'll also act as the voice of your customers by sharing their feedback and product ideas in GitLab's public issue tracker.

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps platform. Our mission is to enable everyone to contribute to and co-create the software that powers our world.

What you'll do

• Manage and support GitLab's major accounts, providing account leadership throughout the pre- and post-sales process.
• Own the end-to-end sales process, coordinating solutions architects, customer success managers, professional services, marketing, executives, partners, and the channel.
• Prospect and develop opportunities in new and existing major accounts to meet or exceed your sales quota.
• Use solution selling to respond to customer needs, identify business opportunities, and build strategic, long-term partnerships.
• Develop account plans based on a deep understanding of your customers' performance metrics, business strategies, and goals.
• Discuss business needs with prospects and develop formal quotes, written sales proposals, or sales presentations that address those needs.
• Coordinate pre- and post-sales engineering and support resources to ensure successful rollout and adoption of GitLab products.
• Deepen your knowledge of the industry and GitLab's competitive position, contribute to root cause analysis of wins and losses, and share lessons with account managers, marketing, and technical teams.

What you'll bring

• Experience selling into highly complex organizations.
• A track record of consistent results and exceeding quota.
• Strong communication and presentation skills, including presenting to C-level executives.
• Experience with solution selling and positioning value based on customer needs.
• A deep understanding of Git, software development tools, and application lifecycle management.
• Alignment with GitLab's values and an ability to work in accordance with them.
• Ability to travel when needed and comply with GitLab's travel policy.

About the team

We work across our pre- and post-sales teams and with strategic channel partners to support you throughout the full sales cycle, from prospecting and qualification through rollout, usage, and long-term growth.

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

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.

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.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

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 also GitLab's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.