Public Sector Strategic Account Executive FSI

You will own a strategic book of business across U.S. Federal Systems Integrators. You will build long-term account plans, navigate procurement cycles, develop technology roadmaps, and act as GitLab’s primary contact for strategic prospects. You will lead pre-sales and post-sales account strategy, collaborate with account executives and cross-functional partners, work with resellers, develop opportunities, and share customer feedback and product ideas.

Responsibilities

• Build strategic account plans aligned with FSI modernization initiatives and mission priorities.
• Navigate complex procurement cycles and develop multi-year technology roadmaps with chief information officers, technical leaders, and other stakeholders.
• Act as the primary point of contact and trusted representative for strategic and large FSI prospects.
• Own a book of business and lead account strategy across pre-sales and post-sales activities.
• Collaborate with DoW, IC, and FedCiv account executives and cross-functional partners to support product rollout and adoption across FSI divisions, business units, and program teams.
• Partner with resellers to deliver solutions that address FSI technology and services requirements.
• Conduct prospecting and opportunity development across large and strategic accounts.
• Contribute customer feedback and product ideas to the public issue tracker.

Requirements

• Experience selling technology solutions into Federal agencies and Federal Systems Integrators and managing complex strategic accounts.
• Knowledge of contractor procurement processes, compliance requirements, and company buying cycles.
• Understanding of software development lifecycle practices, including CI/CD automation, secure development, and infrastructure modernization in regulated environments.
• Ability to use a consultative sales approach that connects technology decisions to mission and business outcomes.
• Skill in navigating complex stakeholder environments, building consensus, and maintaining account ownership.
• Written and verbal communication skills for engagement with company leaders, partners, and internal teams.
• Ability to work with minimal supervision on complex initiatives in a distributed environment.
• Alignment with GitLab's values and relevant transferable experience from adjacent public sector or enterprise technology settings.

Benefits

• Benefits supporting health, finances, and well-being.
• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental Leave.