Senior Public Sector Strategic Account Executive - Australia

GitLab

full-time

Publicado originalmente en greenhouse · Aplica desde el sitio de la empresa para mejor experiencia.

Sobre el puesto

<div class="content-intro">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. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> 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.</div>An overview of this role As a Strategic Account Executive focused on the Australian Federal Government, you will serve as the primary trusted advisor and strategic partner for federal government agencies seeking to modernize how they build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. You'll develop and execute multi-year partnership strategies that align GitLab's capabilities with government priorities such as secure software delivery, continuous integration and delivery (CI/CD), and infrastructure modernization in regulated environments. Reporting to the Head of Enterprise for GitLab's Australian business, you'll build deep relationships with senior stakeholders, work collaboratively with internal specialists and channel partners, and help drive meaningful transformation across Australian Federal Government accounts. In your first year, you'll focus on building trusted relationships with senior stakeholders, understanding agency modernization priorities and challenges, and working with cross-functional teams to develop and deliver solutions that create value. You'll coordinate closely with our pre-sales and post-sales teams to ensure customers realize the full potential of GitLab and achieve their strategic objectives. You'll also represent the voice of your customers internally by sharing product feedback and ideas through GitLab's public issue tracker, helping inform product strategy and strengthening your partnerships over time. What you'll do: <ul> <li>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.</li> </ul> <ul> <li>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.</li> </ul> <ul> <li>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.</li> </ul> <ul> <li>Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution.</li> </ul> <ul> <li>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.</li> </ul> <ul> <li>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.</li> </ul> <ul> <li>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.</li> </ul> <ul> <li>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.</li> </ul> What you’ll bring <ul> <li>Experience selling enterprise software or SaaS to the Australian Federal Government, including navigating complex stakeholder environments and long, regulated procurement cycles.</li> </ul> <ul> <li>Strong account planning skills, with a track record of building and executing multi-year account plans across a defined territory or book of business.</li> </ul> <ul> <li>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.</li> </ul> <ul> <li>Confidence engaging with both technical and non-technical stakeholders, from practitioners to senior leaders, and translating complex requirements into clear next steps and value.</li> </ul> <ul> <li>Proven ability to drive end-to-end sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, close, and expansion.</li> </ul> <ul> <li>Experience partnering effectively with internal teams (for example, solutions architects, customer success, and support) to drive successful evaluations, rollouts, adoption, and value realization.</li> </ul> <ul> <li>Ability to collaborate with system integrators, resellers, and other partners to create aligned account strategies and deliver outcomes for government customers.</li> </ul> <ul> <li>Comfort working autonomously in a remote, asynchronous environment, with strong ownership, clear written communication, and a bias toward measurable results.</li> </ul>   About the team The Public Sector and Enterprise teams at GitLab help large, mission-driven organizations modernize how they plan, build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. In this Strategic Account Executive role focused on the Australian Federal Government, you'll work with a cross-functional group of account leaders, solutions architects, and customer success partners to build trusted relationships, navigate complex stakeholder and procurement environments, and deliver outcomes that matter to government missions. We operate as an all-remote, asynchronous team, partnering closely with internal teams and channel partners to support long-term adoption and expansion across strategic accounts.    <div class="content-conclusion"><h4>How GitLab Supports Full-Time Employees</h4> <ul> <li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/">Benefits to support your health, finances, and well-being</a></li> <li><a hre