Public Sector Strategic Account Executive, FSI

Remote from: USA
Salary, yearly, USD: 122,000 - 205,200
Department: Sales
Employment type: Full Time,
Job posted: 28 Jun 2026
Apply before: 28 Jul 2026
Experience level: Director
Views / Applies: 17 / 4

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Actively Hiring

AI Summary

GitLab is seeking a Strategic Account Executive for its public sector team, focusing on Federal Systems Integrators. The role involves driving growth of GitLab's AI-powered DevSecOps platform by aligning with government modernization priorities. Responsibilities include building strategic account plans, navigating complex procurement cycles, and collaborating with cross-functional teams. Ideal candidates have experience selling into federal agencies and understanding of software development lifecycles. The position offers a competitive salary and the opportunity to work with cutting-edge technology in a high-performance culture.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight Complex procurement cycles and strategic account planning in regulated public sector environment require deep expertise and persistence.

Salary Analysis

AI Insight The offered salary range of $122,000-$205,200 is competitive for a public sector strategic sales role, aligning with market median of ~$163,600. The lower end is slightly above typical market min for similar roles, while the upper end is near the market max, reflecting GitLab's strong compensation package.

Key Skills

Account Management Strategic Sales Public Sector DevSecOps CI/CD Federal Systems Integrators Consultative Selling Procurement Stakeholder Management AI-powered Platforms

Cover Letter Sample

Dear Hiring Manager,

I am excited to apply for the Strategic Account Executive position at GitLab. With over a decade of experience selling technology solutions into federal agencies and systems integrators, I have a deep understanding of the unique procurement cycles and compliance requirements in the public sector. Your focus on DevSecOps and AI-powered platforms aligns perfectly with my expertise in helping organizations modernize their software delivery pipelines.

In my previous role at a leading SaaS company, I consistently exceeded quotas by developing strategic account plans that connected technology investments to mission outcomes. I successfully navigated multi-stakeholder sales cycles and built long-term partnerships with CIOs and technical leaders. I am particularly drawn to GitLab's innovative approach to security and compliance, which is critical for federal clients.

I am confident that my consultative sales approach and ability to drive adoption across complex organizations would make me a valuable asset to your team. I look forward to the opportunity to discuss how I can contribute to GitLab's growth in the public sector.

Sincerely,
[Your Name]

Possible Interview Questions

Can you describe your experience managing complex sales cycles in the federal sector, particularly with systems integrators?

In my previous role, I managed a $5M book of business with key federal integrators like Lockheed Martin and Raytheon. I led multi-year account strategies, coordinated with internal teams, and navigated strict procurement processes. For example, I secured a deal for a DevSecOps platform that required joint collaboration with the integrator's cybersecurity team to meet compliance standards.

How do you stay updated on federal compliance requirements and incorporate them into your sales approach?

I regularly attend industry conferences, follow FedRAMP and NIST updates, and maintain relationships with procurement officers. I also leverage internal resources like compliance teams and align our solutions to specific frameworks like FedRAMP High and RMF. This ensures that my proposals address all regulatory requirements upfront.

What is your approach to building relationships with C-level executives in government agencies?

I focus on understanding their mission priorities and pain points, such as securing software supply chains. I use a consultative approach, presenting how our platform directly impacts outcomes like reduced time-to-deployment and enhanced security. I also provide industry benchmarks and case studies to build credibility.

GitLab emphasizes AI-driven productivity. How would you articulate this value to a federal client?

I would highlight how AI-powered features like automated security scanning and CI/CD optimization reduce manual effort and accelerate software delivery while maintaining compliance. For example, AI can help identify vulnerabilities faster, which is critical for federal systems. I'd tie this to cost savings and improved mission effectiveness.

Describe a time you turned a challenging prospect into a long-term customer. What strategies did you use?

I once had a prospect who was skeptical about migrating from legacy infrastructure. I organized a tailored proof-of-concept demonstrating seamless integration with their existing tools and a 30% reduction in deployment time. I also facilitated discussions between their technical leads and our solutions architects. Over 18 months, I built trust, and they became a multi-million dollar account.

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.

An overview of this role

As a Strategic Account Executive, you’ll help drive GitLab’s growth across U.S. Federal Systems Integrators at a time when government teams are modernizing how they build, secure, and deliver software. You’ll align GitLab’s AI-powered DevSecOps platform with company priorities such as secure software delivery, continuous integration and continuous delivery (CI/CD) automation, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you’ll own a strategic book of business, and we’ll rely on you to help company leaders connect software modernization efforts to mission outcomes that improve products and services for Federal agencies.

This is a role with clear ownership and visible impact. You will work directly with corporate leaders and technical stakeholders, shape long-term account plans, and guide adoption from early conversations through rollout. This role is part of GitLab’s AMER Public Sector Enterprise team and benefits from proximity to the Washington, DC area for on-site company meetings, or willingness to travel as needed.

What you’ll do

Build strategic account plans that align GitLab’s platform 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 a trusted representative of GitLab for strategic and large FSI prospects.
Own your book of business and lead account strategy across both pre-sales and post-sales activities.
Collaborate with DoW, IC, and FedCiv account executives, and other cross-functional partners to support successful rollout and adoption of GitLab products 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 activities across large and strategic accounts.
Contribute customer feedback and product ideas to GitLab’s public issue tracker as the voice of the customer.

What you’ll bring

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 such as CI/CD automation, secure development, and infrastructure modernization in regulated environments.
Ability to use a consultative sales approach that connects technology decisions to company mission and business outcomes.
Skill in navigating complex stakeholder environments, building consensus, and maintaining strong account ownership.
Communication skills that support clear written and verbal engagement with company leaders, partners, and internal teams.
Comfort working with minimal supervision on complex initiatives in a distributed environment.
Alignment with GitLab’s values, with openness to candidates who bring relevant transferable experience from adjacent public sector or enterprise technology settings.

About the team

The GitLab Public Sector team supports government agencies that are improving how they deliver digital services through secure, collaborative, and efficient software development. We work across regions in an asynchronous, all-remote environment and help agencies reduce manual processes, strengthen security and compliance, and modernize their software delivery practices with GitLab’s single DevSecOps platform. We’re focused on helping public sector customers deliver secure software faster while supporting mission outcomes for the communities they serve.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role’s base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$122,000—$205,200 USD

How GitLab Supports Full-Time Employees

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.

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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.

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