[All remote jobs](https://jobicy.com/jobs.md)[![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg)](https://jobicy.com/company/gitlab.md)[GitLab](https://jobicy.com/company/gitlab.md) # Major Account Executive, UK Public Sector Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[UK](https://jobicy.com/job-region/uk.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished26 Oct 2026Apply before25 Nov 2026Listing views26Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. This is a senior enterprise sales role focused on winning and expanding strategic UK public-sector accounts for GitLab’s AI-powered DevSecOps platform. The Account Executive owns the complete sales cycle, from prospecting and qualification through proposals, rollout, adoption, and long-term account growth. Success requires consultative solution selling, rigorous account planning, quota attainment, and coordination with technical, customer success, services, marketing, executive, and channel teams. Candidates need experience navigating complex organisations and engaging C-level stakeholders, alongside a strong understanding of Git, software development tools, and application lifecycle management. The position is a remote, full-time role based in the United Kingdom, with travel as needed. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role carries responsibility for large, complex public-sector accounts, ambitious revenue outcomes, and multi-stakeholder enterprise buying cycles. It demands strong technical credibility, strategic account ownership, and the ability to coordinate internal and partner teams independently. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$190,000US market range (per year)$130k–$250k0$275k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer compensation is disclosed. The yearly cadence is inferred from this being a full-time senior enterprise account executive role; the figures are estimated annual USD market compensation for a comparable major-account sales position and may include variable sales compensation in market practice. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Public sector sales](https://jobicy.com/jobs?search_keywords=Public%20sector%20sales.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Solution selling](https://jobicy.com/jobs?search_keywords=Solution%20selling.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Account planning](https://jobicy.com/jobs?search_keywords=Account%20planning.md)[C-level presentations](https://jobicy.com/jobs?search_keywords=C-level%20presentations.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)[Git](https://jobicy.com/jobs?search_keywords=Git.md)[Application lifecycle management](https://jobicy.com/jobs?search_keywords=Application%20lifecycle%20management.md)[Channel partner management](https://jobicy.com/jobs?search_keywords=Channel%20partner%20management.md)[Opportunity prospecting](https://jobicy.com/jobs?search_keywords=Opportunity%20prospecting.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md) Sample interview questionsHow would you develop a territory and account plan for a major UK public-sector organisation?I would start by mapping the organisation’s strategic priorities, procurement environment, technology estate, and stakeholders across business, security, development, and procurement. I would identify high-value use cases for DevSecOps transformation, create a mutual action plan with measurable outcomes, and build executive sponsorship while coordinating internal technical and partner resources. Describe how you sell a technical platform to both executive and practitioner audiences. I tailor the message to each audience while maintaining one value narrative. Executives receive a business case focused on risk reduction, operational efficiency, governance, and transformation outcomes; practitioners receive relevant technical workflows, integration capabilities, and adoption guidance. I use discovery findings to connect technical capabilities directly to each stakeholder’s priorities. How would you respond when a prospect says that replacing or consolidating development tools is too risky? I would acknowledge the concern and explore the specific operational, security, and change-management risks behind it. Then I would propose a phased evaluation or rollout with success criteria, stakeholder ownership, migration support, and measurable outcomes, demonstrating how GitLab can reduce toolchain complexity without creating unmanaged disruption. What methods do you use to maintain forecast accuracy in long enterprise sales cycles? I qualify opportunities against clear customer commitments, business pain, decision process, economic buyer access, procurement path, and mutual next steps. I review risks regularly with internal stakeholders, distinguish evidence-based close dates from optimism, and update the forecast promptly when customer actions or timelines change. How would you work with solutions architects, customer success, and channel partners to expand an existing major account? I would align the team around an account plan that identifies adoption gaps, business outcomes, expansion hypotheses, and customer stakeholders. Solutions architects would validate the technical path, customer success would surface usage and value-realisation opportunities, and partners would support reach or delivery where appropriate. I would maintain clear ownership, regular account reviews, and a shared plan for customer engagement. Opportunity details ## About this role. 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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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 Major Account Executive, you’ll own a portfolio of our largest, most strategic customers and prospects in the UK Public Sector, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll win new enterprise accounts and expand GitLab’s footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion. You’ll also act as the voice of your customers by sharing their feedback and product ideas in GitLab’s public issue tracker. GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps platform. Our mission is to enable everyone to contribute to and co-create the software that powers our world. ### What you’ll do * Manage and support GitLab’s major accounts, providing account leadership throughout the pre- and post-sales process. * Own the end-to-end sales process, coordinating solutions architects, customer success managers, professional services, marketing, executives, partners, and the channel. * Prospect and develop opportunities in new and existing major accounts to meet or exceed your sales quota. * Use solution selling to respond to customer needs, identify business opportunities, and build strategic, long-term partnerships. * Develop account plans based on a deep understanding of your customers’ performance metrics, business strategies, and goals. * Discuss business needs with prospects and develop formal quotes, written sales proposals, or sales presentations that address those needs. * Coordinate pre- and post-sales engineering and support resources to ensure successful rollout and adoption of GitLab products. * Deepen your knowledge of the industry and GitLab’s competitive position, contribute to root cause analysis of wins and losses, and share lessons with account managers, marketing, and technical teams. ### What you’ll bring * Experience selling into highly complex organizations. * A track record of consistent results and exceeding quota. * Strong communication and presentation skills, including presenting to C-level executives. * Experience with solution selling and positioning value based on customer needs. * A deep understanding of Git, software development tools, and application lifecycle management. * Alignment with GitLab’s values and an ability to work in accordance with them. * Ability to travel when needed and comply with GitLab’s travel policy. ### About the team We work across our pre- and post-sales teams and with strategic channel partners to support you throughout the full sales cycle, from prospecting and qualification through rollout, usage, and long-term growth. ### How GitLab Supports Full-Time Employees * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) * [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) * [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) * [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) 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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process). Show more [Apply now >](https://jobicy.com/jobs/157216-major-account-executive-uk-public-sector.md) > Annual salary information is not provided for this position. 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