Public Sector Strategic Account Executive, FSI

About the role

This role centers on owning and expanding a strategic portfolio within U.S. Federal Systems Integrators, ensuring GitLab's DevSecOps platform becomes foundational to how government software is built and delivered. You will act as the primary business owner for your book of business, translating complex platform capabilities into clear mission outcomes for federal technology leaders. The position requires a consultative approach to navigate procurement complexity while aligning GitLab's AI-powered automation with agency priorities around secure delivery and infrastructure modernization. You will directly influence company strategy by providing unfiltered customer feedback and identifying new solution opportunities that drive platform adoption. Success in this role means becoming the trusted advisor who shapes long-term technology roadmaps and sees initiatives through from initial engagement to scaled rollout. You will collaborate closely with cross-functional partners to ensure seamless adoption and measurable impact across federal programs. This position is based in the AMER Public Sector Enterprise and is designed for someone who thrives in a fast-paced, high-visibility environment where strategic thinking directly influences product direction.

Key facts

What you'll do

Develop and own strategic account plans that map GitLab capabilities to Federal Systems Integrator modernization initiatives and mission priorities.

Navigate complex procurement cycles and multi-year technology roadmaps while engaging chief information officers, technical leaders, and key stakeholders.

Act as the primary point of contact and trusted representative of GitLab for strategic and large FSI prospects across all engagement stages.

Own your book of business end-to-end, driving outcomes across both pre-sales advisory and post-sales expansion activities.

Collaborate with DoW, IC, and FedCiv account executives and cross-functional partners to support successful rollout and adoption of GitLab products.

Partner with resellers to design and deliver solutions that address Federal Systems Integrator technology and services requirements.

Conduct deep prospecting and opportunity development activities across large, strategic accounts to uncover new use cases and growth vectors.

Contribute customer feedback, product ideas, and market insights directly to GitLab's public issue tracker as the authentic voice of the customer.

Evaluate emerging federal technology trends and translate them into actionable strategies for GitLab's platform and go-to-market approach.

Represent GitLab in external forums and discussions that shape how DevSecOps is adopted within regulated government environments.

Requirements

Possess a proven track record of selling technology solutions into Federal agencies and Federal Systems Integrators while managing complex strategic accounts.

Demonstrate thorough knowledge of contractor procurement processes, compliance requirements, and company buying cycles specific to the public sector.

Show strong understanding of software development lifecycle practices including CI/CD automation, secure development, and infrastructure modernization in regulated environments.

Ability to use a consultative sales methodology to uncover customer needs and position GitLab as the enabling platform for digital transformation.

Experience building and maintaining relationships with executive-level stakeholders in government and large systems integration firms.

Comfort operating within highly regulated environments where security, compliance, and risk considerations heavily influence technology decisions.

Strong capacity to synthesize complex platform features into clear value propositions that align with mission outcomes and funding priorities.

Effective communication skills to articulate technical concepts to both technical and non-technical audiences across distributed federal teams.

Nice to have

Prior experience working with government technology programs and federal modernization frameworks such as the Digital Accountability and Transparency Act or related mandates.

Familiarity with DevSecOps standards, continuous integration and continuous delivery frameworks, and infrastructure as code practices within regulated sectors.

Understanding of how artificial intelligence is being integrated into software delivery pipelines and platform engineering in public sector contexts.

Practical notes

This is a full-time position based in the United States with remote work eligibility.

Travel may be required as needed for company meetings, customer engagements, and industry events, with arrangements coordinated in alignment with GitLab policies.

Employment eligibility requirements apply, and candidates must be able to legally work in the United States without sponsorship at this time.