Strategic Account Executive - Public Sector at Gitlab

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. Key Role Purpose To drive GitLab platform adoption across public sector organizations, orchestrating successful partner relationships and direct engagement, ensuring alignment with government digital transformation initiatives. What You'll Do • Lead GitLab platform enterprise sales across diverse public sector portfolio • Develop and execute multi-year account strategies using MEDDPICC methodology • Build C-level relationships across government and private sector institutions • Drive platform adoption through centers of excellence • Manage complex procurement processes across government/public sector frameworks • Create sector-specific value propositions and business cases Territory Development & Scale • Build and execute strategic territory plan across public sector segments • Create scalable prospecting and account development strategies • Implement repeatable sector plays and reference programs • Manage resource allocation across complex account portfolio • Drive territory growth through new logo acquisition and expansion • Develop territory-specific partner ecosystems Partner Ecosystem Management • Drive revenue through strategic system integrators • Develop relationships with regional service providers • Coordinate with cloud provider partnerships (AWS, Azure, GCP) • Enable managed service provider success • Lead joint account planning and execution • Create scalable partner enablement programs What You'll Bring • Proven Italian public sector software sales experience • Deep understanding of public sector digital transformation initiatives • Experience with government framework procurement • Multi-stakeholder engagement in complex organizations Technical Ecosystem Knowledge • DevSecOps platform or a similar type of complex technology sales experience • Understanding of complementary technologies Sales Methodology & Process • MEDDPICC methodology mastery and implementation • Complex deal management experience • Territory planning and scaling expertise • Partner orchestration capability • Proven forecast accuracy using MEDDPICC scoring • Track record of complex deal closure • Experience building territories from ground up • Willingness to travel • Experience with open source solutions • Strong presentation and negotiation skills • Demonstrable territory management tool proficiency • Track record of building scalable territory models Remote-Global 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 • Home office support 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. If you're excited about this role, please apply and allow our recruiters to assess your application. 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.