GitLab

Strategic Account Executive – Federal Government

GitLab

full-time

Posted on:

Location Type: Remote

Location: Australia

Visit company website

Explore more

✨ AI Apply
Apply

About the role

  • Develop and execute strategic, multi-year partnership and account plans across your defined territory of Australian Federal Government accounts, aligning GitLab's AI-powered DevSecOps platform with agency modernisation priorities such as CI/CD automation, secure software delivery, and infrastructure modernisation in regulated environments.
  • Own your strategic partnerships end-to-end, from initial discovery and relationship-building through solution design, implementation, adoption, and ongoing value creation, using a consultative, mission-focused approach.
  • Serve as the primary point of contact and trusted advisor for strategic prospects and customers, building relationships with senior stakeholders (including CIOs and technical leaders) and mapping complex buying groups.
  • Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution.
  • Collaborate closely with solutions architects and other pre- and post-sales partners to design solutions, run evaluations, and support successful rollouts, adoption, and value realisation.
  • Partner with system integrators, resellers, and other channel partners (plus internal engineering, solutions, and customer success teams) to generate qualified opportunities, co-develop secure, compliant solutions for complex government environments, and support account growth.
  • Coordinate internal resources across sales, marketing, product, and customer teams to remove blockers, maintain momentum on strategic opportunities, and ensure a high-quality customer experience.
  • Stay close to your customers and market to inform your sales strategy, sharing feedback and product ideas through GitLab's public issue tracker and internal channels, helping shape how GitLab serves Australian Federal Government customers over time.

Requirements

  • Experience selling enterprise software or SaaS to the Australian Federal Government, including navigating complex stakeholder environments and long, regulated procurement cycles.
  • Strong account planning skills, with a track record of building and executing multi-year account plans across a defined territory or book of business.
  • Consultative sales approach, with the ability to connect customer mission outcomes to platform capabilities across the software development lifecycle, including continuous integration and delivery (CI/CD), secure software development practices, and infrastructure modernisation.
  • Confidence engaging with both technical and non-technical stakeholders, from practitioners to senior leaders, and translating complex requirements into clear next steps and value.
  • Proven ability to drive end-to-end sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, close, and expansion.
  • Experience partnering effectively with internal teams (for example, solutions architects, customer success, and support) to drive successful evaluations, rollouts, adoption, and value realisation.
  • Ability to collaborate with system integrators, resellers, and other partners to create aligned account strategies and deliver outcomes for government customers.
  • Comfort working autonomously in a remote, asynchronous environment, with strong ownership, clear written communication, and a bias toward measurable results.
Benefits
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
CI/CD automationsecure software deliveryinfrastructure modernisationenterprise software salesSaaS salesaccount planningconsultative salespipeline generationnegotiationsales execution
Soft Skills
relationship-buildingconsultative approachengagement with stakeholderstranslating requirementscollaborationownershipclear written communicationautonomyproblem-solvingcustomer experience focus