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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:
- 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.
What you’ll bring
- 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.
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.
- 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
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.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
