Remote Public Sector Strategic Account Leader

GitLab; United States; Remote; USD 122,000 - 205,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock-P

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Strategic Account Leader for the Public Sector to modernize software development for state and local governments and higher education using GitLab’s AI-powered DevSecOps platform. You will own a defined territory, build long-term account plans, and manage complex procurement cycles while collaborating with integration partners and resellers.

You will develop trusted relationships with CIOs and technical leaders, drive successful rollouts, gather product feedback, and liaise

Qualifications

• Experience selling technology solutions to U.S. State and Local Government and Higher Education institutions, including working within regulated environments.
• Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization.
• Understanding of State procurement vehicles, compliance requirements, and agency buying cycles, with the ability to navigate complex stakeholder environments.
• Consultative sales approach that positions technology as a mission enabler and aligns solutions to public sector modernization initiatives.
• Ability to manage major accounts with a high degree of ownership and control, working under minimal supervision on complex opportunities.
• Skill in collaborating with system integrators, resellers, and internal pre- and post-sales teams to drive successful customer outcomes.
• Effective written and verbal communication skills, with strong interpersonal abilities to build consensus across technical and non-technical stakeholders.
• Alignment with GitLab’s values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain.
• Willingness to travel to meet customers and attend events as needed.

Responsibilities

• Build and execute strategic account plans that align GitLab’s AI-powered DevSecOps platform with public sector modernization initiatives
• Navigate complex procurement and contracting processes while shaping multi-year technology roadmaps with CIOs and technical leaders
• Act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers
• Own your book of business, from pipeline development through close and expansion, using a consultative, mission-focused sales approach
• Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure successful rollout, adoption, and value realization
• Partner with system integrators, resellers, and other channel partners to generate qualified leads and co-create solutions for government challenges
• Conduct ongoing prospecting and opportunity development activities within large and strategic accounts to drive new and expansion business
• Represent the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal teams

Skills

Public sector sales

CI/CD knowledge

Regulated environment

Stakeholder management

Channel partner collaboration

Excellent communication

Travel willingness

Job description

GitLab is seeking a Strategic Account Leader for the Public Sector to modernize software development for state and local governments and higher education using GitLab’s AI-powered DevSecOps platform. You will own a defined territory, build long-term account plans, and manage complex procurement cycles while collaborating with integration partners and resellers.

You will develop trusted relationships with CIOs and technical leaders, drive successful rollouts, gather product feedback, and liaise