Public Sector Strategic Account Executive – SLED, Florida
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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. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what’s possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
Overview of this role
As a Strategic Account Leader on our Public Sector Team, you’ll help state and local agencies and higher education institutions modernize how they build and secure software using GitLab’s AI‑powered DevSecOps platform. You’ll align GitLab with agency priorities such as CI/CD automation, secure development practices, and infrastructure modernization in regulated environments, acting as the primary point of contact for strategic and large prospects. Reporting to a Regional Director, you’ll own a defined book of business, build and execute multi‑year account plans, navigate complex procurement cycles, and partner closely with system integrators and resellers to deliver outcomes that matter to public sector missions.
In your first year, you’ll focus on developing trusted relationships with CIOs, technical leaders, and key stakeholders across your territory, driving successful rollouts and adoption of GitLab, and coordinating with pre‑ and post‑sales engineering and support teams. You’ll also represent the voice of your customers internally by sharing product feedback and ideas through our public issue tracker, helping shape how GitLab serves the public sector over time.
Location
Remote, Florida
What you’ll do
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.
What you’ll bring
Experience selling technology solutions to US 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.
About The Team
The Public Sector Team focuses on helping US state and local governments and higher education institutions modernize how they build, secure, and operate software using GitLab’s AI‑powered DevSecOps platform. You’ll join a distributed group of strategic account leaders, solutions architects, and channel specialists who collaborate asynchronously across time zones to serve complex, regulated customers. We partner closely with system integrators and resellers, align with agency procurement processes, and coordinate with product, marketing, and support teams to deliver secure, compliant solutions. Our current priorities include navigating evolving procurement and compliance requirements, supporting infrastructure modernization and secure development practices, and expanding GitLab’s presence across key public sector accounts.
Salary Range
United States Salary Range: $103,700—$183,000 USD
Benefits and Support
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
Home office support
Additional Information
Seniority level: Mid‑Senior level
Employment type: Full‑time
Job function: Sales and Business Development
Industries: IT Services, IT Consulting, Software Development
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.
Equal Employment Opportunity
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, 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.
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