GitLab - Strategic Account Executive
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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. • How GitLab will support you • 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 • 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. • Country Hiring Guidelines:
Responsibilities
• 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.
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