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About the role
Key responsibilities & impact- Support and grow strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth.
- Build and execute account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps.
- Lead account direction across pre-sales and post-sales activities in partnership with Solutions Architects, Customer Success Managers, Professional Services, Marketing, partner teams, and sales management to enable rollout, adoption, and long-term customer outcomes.
- Drive prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts.
- Navigate federal procurement cycles and position FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations.
- Develop consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs.
- Represent the voice of the customer by submitting product ideas through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings.
- Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes.
Requirements
What you’ll need- Experience selling technology solutions into U.S. Federal Civilian agencies and understanding the federal public sector landscape, procurement vehicles, compliance requirements, and agency buying cycles.
- Ability to manage large, complex opportunities with multiple stakeholders and maintain strong ownership throughout the sales process.
- Skill in using a consultative sales approach to link technical decisions and platform value to agency mission outcomes.
- Strong communication, negotiation, presentation, and relationship-building skills, including with executive-level stakeholders.
- Ability to work effectively with minimal supervision in a distributed, asynchronous environment.
- Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows, with comfort positioning FedRAMP-authorized solutions in regulated environments.
- Ability to translate AI and agentic AI capabilities into clear public sector value propositions.
- Alignment with GitLab's values and openness to bringing transferable experience from adjacent public sector or enterprise technology environments.
Benefits
Comp & perks- 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
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
consultative salespipeline generationopportunity developmentforecast accuracyDevSecOpscontinuous integrationcontinuous deliverysecure software deliveryapplication lifecycle managementAI capabilities
Soft Skills
communicationnegotiationpresentationrelationship-buildingownershipindependent workstakeholder managementstrategic thinkingcustomer advocacyadaptability