Senior Strategic Account Executive

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• 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 modernization priorities such as CI/CD automation, secure software delivery, and infrastructure modernization 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 realization. • 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 modernization. • 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 realization. • 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