📌 Core Information
🔹 Job Title: Strategic Account Executive - SLED
🔹 Company: GitLab
🔹 Location: New York, NY, United States
🔹 Job Type: Full-Time
🔹 Category: Sales
🔹 Date Posted: July 1, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote (Solely)
🚀 Job Overview
Key aspects of this role include:
- Building and executing strategic account plans
- Navigating complex procurement cycles
- Acting as the primary point of contact for strategic and large prospects
- Providing account leadership and direction in the pre- and post-sales process
- Conducting sales activities including prospecting and developing opportunities in large/strategic accounts
- Ensuring the successful rollout and adoption of GitLab products
- Being the voice of the customer by contributing product ideas to GitLab's public issue tracker
- Traveling as necessary to accounts to develop relationships and close large opportunities
- Generating qualified leads and developing new customers in conjunction with strategic channel partners
ASSUMPTION: This role requires a high degree of self-motivation, independence, and strong communication skills to succeed in a remote work environment.
📋 Key Responsibilities
✅ Build and execute strategic account plans that align GitLab's platform with agency modernization initiatives
✅ Navigate complex procurement cycles and develop multi-year technology roadmaps with CIOs and technical leaders
✅ Partner with system integrators and resellers to create powerful solutions for government challenges
✅ Act as a primary point of contact and the face of GitLab for strategic and large prospects
✅ Take ownership of your book of business and provide account leadership and direction in the pre- and post-sales process
✅ Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
✅ Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre- and post-sales engineering and support resources
✅ Be the voice of the customer by contributing product ideas to GitLab's public issue tracker
✅ Travel as necessary to accounts to develop relationships and close large opportunities
✅ Generate qualified leads and develop new customers in conjunction with strategic channel partners
ASSUMPTION: The Strategic Account Executive will be expected to manage multiple accounts simultaneously and prioritize their time effectively to achieve sales targets.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 3+ years of proven success selling technology solutions to U.S. State and Local Government and Higher Education Institutions (highly desired)
Required Skills:
- Proven success in enterprise sales, with a focus on strategic and large accounts
- Deep understanding of State procurement vehicles, compliance requirements, and agency buying cycles
- Consultative approach that positions technology as a mission enabler
- Passion for open source and modern software development practices
- Track record of navigating complex stakeholder environments and building consensus
- Able to provide a high degree of major account management and control
- Ability to work under minimal supervision on complex projects
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator (written/verbal), strong interpersonal skills
- Ability to use GitLab
Preferred Skills:
- Experience with the public sector sales cycle
- Knowledge of the software development lifecycle, CI/CD automation, secure development practices, and infrastructure modernization
ASSUMPTION: Candidates from underrepresented groups are encouraged to apply, as GitLab is an equal opportunity employer and values diversity in its workforce.
💰 Compensation & Benefits
Salary Range: $103,700 - $183,000 USD per year
Benefits:
- Health, dental, and vision insurance
- 401(k) with company match
- Flexible Paid Time Off (PTO)
- Parental leave
- Home office support
- Growth and development budget
- Equity compensation and employee stock purchase plan
- Team Member Resource Groups (TMRGs)
Working Hours: Full-time (40 hours per week)
ASSUMPTION: The salary range provided is based on market data and interviews, and is subject to change. GitLab is committed to providing competitive compensation and benefits to its employees.
📌 Applicant Insights
🔍 Company Context
Industry: GitLab operates in the IT Services and IT Consulting industry, providing a complete DevOps platform that helps teams improve cycle time, reduce development costs, and increase developer productivity.
Company Size: GitLab is a mid-sized company with 1,001-5,000 employees.
Founded: GitLab was founded in 2014 and is headquartered in San Francisco, California.
Company Description:
- GitLab is a complete DevOps platform, delivered as a single application, fundamentally changing the way Development, Security, and Ops teams collaborate and build software.
- The platform helps teams improve cycle time from weeks to minutes, reduce development costs and time to market while increasing developer productivity.
- GitLab is the world's largest all-remote company, with team members located in more than 65 countries.
- The company offers the freedom to contribute when and where team members do their best work.
Company Specialties:
- DevOps
- Software Development
- IT Services and Consulting
- Cloud Computing
Company Website: https://about.gitlab.com
ASSUMPTION: GitLab's all-remote work environment offers flexibility and autonomy, but also requires strong self-motivation and time management skills.
📊 Role Analysis
Career Level: This role is at the senior level, requiring a significant amount of experience and expertise in enterprise sales and government procurement.
Reporting Structure: The Strategic Account Executive will report to a Regional Director within the Public Sector Team.
Work Arrangement: This role is remote, with the expectation to travel as necessary to accounts to develop relationships and close large opportunities.
Growth Opportunities:
- GitLab is a rapidly growing company, offering opportunities for career advancement as the organization expands.
- The Strategic Account Executive may have the opportunity to mentor junior sales team members and contribute to the development of Gitlab's sales strategies.
ASSUMPTION: The Strategic Account Executive will be expected to take on additional responsibilities as GitLab's business grows and evolves.
🌍 Location & Work Environment
Office Type: GitLab is a 100% remote company, with no physical offices.
Office Location(s): GitLab's headquarters is in San Francisco, California, but team members can work from anywhere with good internet.
Geographic Context:
- New York, NY, where this role is based, has a high cost of living and competitive job market.
- The state of New York has a large public sector, with numerous government agencies and institutions that GitLab's products can serve.
Work Schedule: GitLab offers flexible working hours and the freedom to contribute when and where team members do their best work.
ASSUMPTION: The Strategic Account Executive will be expected to manage their time effectively and maintain a consistent work schedule to achieve sales targets.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the recruiting team
- Technical assessment or case study
- Final round interviews with hiring managers and team members
- Background check and offer
Key Assessment Areas:
- Sales skills and experience
- Understanding of the public sector sales cycle
- Ability to navigate complex stakeholder environments
- Communication and interpersonal skills
- Technical knowledge of GitLab's products and the software development lifecycle
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role.
- Demonstrate your understanding of the public sector sales cycle and GitLab's products in your application materials.
- Prepare for behavioral interview questions that focus on your sales experience and ability to navigate complex stakeholder environments.
- Showcase your ability to work independently and manage your time effectively in a remote work environment.
ATS Keywords: Strategic Account Executive, SLED, Enterprise Sales, Government Procurement, Public Sector, Sales Strategy, Account Management, Major Account Management, Consultative Selling, Technology Solutions, Open Source, Software Development Lifecycle, CI/CD Automation, Secure Development Practices, Infrastructure Modernization
ASSUMPTION: GitLab's application process may vary depending on the role and the candidate's experience level.
🛠️ Tools & Technologies
- GitLab's own DevOps platform
- CRM software (e.g., Salesforce, HubSpot)
- Sales enablement tools (e.g., LinkedIn Sales Navigator, DiscoverOrg)
- Project management tools (e.g., Asana, Trello)
- Communication and collaboration tools (e.g., Slack, Microsoft Teams)
ASSUMPTION: The Strategic Account Executive will be expected to learn and utilize GitLab's products and tools to effectively manage their accounts and achieve sales targets.
👔 Cultural Fit Considerations
Company Values:
- Collaborate
- Results
- Efficiency
- Diversity, Inclusion & Belonging
- Iterate
- Transparency
- Work Remotly
Work Style:
- GitLab is a 100% remote company, with a strong focus on asynchronous communication and work-life balance.
- The company values results-driven work and encourages team members to prioritize their time effectively.
- GitLab's culture is collaborative, with an emphasis on open communication and transparency.
Self-Assessment Questions:
- Do you have experience working remotely and managing your time effectively in a distributed team?
- Are you comfortable using GitLab's products and tools to manage your accounts and achieve sales targets?
- Do you have a strong understanding of the public sector sales cycle and government procurement processes?
- Can you demonstrate your ability to navigate complex stakeholder environments and build consensus among diverse groups?
ASSUMPTION: GitLab's company culture values autonomy, flexibility, and results-driven work, which may not be suitable for candidates who prefer a more structured or hierarchical work environment.
⚠️ Potential Challenges
- The Strategic Account Executive may face challenges navigating complex government procurement cycles and building consensus among multiple stakeholders.
- The role may require extensive travel to meet with clients and attend industry events.
- The Strategic Account Executive may need to manage competing priorities and balance multiple accounts simultaneously.
- The remote work environment may present challenges in maintaining work-life balance and staying connected with team members.
ASSUMPTION: GitLab's supportive company culture and benefits package aim to mitigate these challenges and promote employee well-being.
📈 Similar Roles Comparison
- This role is similar to a Strategic Account Manager or Enterprise Account Executive, but with a focus on the public sector and government procurement.
- The Strategic Account Executive may have more autonomy and responsibility for managing their accounts than in a traditional sales role.
- The role may require a deeper understanding of government procurement processes and the software development lifecycle.
- The compensation and benefits package for this role may be more competitive than similar roles in the private sector, due to the unique challenges and requirements of government sales.
ASSUMPTION: The Strategic Account Executive role may be more suited to candidates with experience in government sales or a strong understanding of the public sector sales cycle.
📝 Sample Projects
- Developing a multi-year technology roadmap for a state agency, aligning GitLab's platform with their modernization initiatives
- Partnering with system integrators and resellers to create a custom solution for a government challenge, such as improving cybersecurity or streamlining workflows
- Managing a complex procurement cycle for a large-scale government project, requiring extensive stakeholder management and negotiation skills
ASSUMPTION: The Strategic Account Executive will be expected to take on projects that align with GitLab's strategic goals and contribute to the company's overall success.
❓ Key Questions to Ask During Interview
- What are the key challenges facing the Strategic Account Executive in this role, and how can I best prepare to address them?
- How does GitLab support its Strategic Account Executives in managing complex government procurement cycles and building consensus among stakeholders?
- What opportunities are there for career growth and development within GitLab's sales organization?
- How does GitLab's all-remote work environment promote collaboration and communication among team members?
- What are the key priorities for this role in the first 30, 60, and 90 days, and how can I best prepare to achieve them?
ASSUMPTION: The Strategic Account Executive should ask thoughtful questions that demonstrate their understanding of the role and their commitment to GitLab's success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through the following link: https://about.gitlab.com/jobs/
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role.
- Prepare for a phone or video screen with the recruiting team, focusing on your sales experience and understanding of the public sector sales cycle.
- Complete a technical assessment or case study, demonstrating your ability to navigate complex stakeholder environments and build consensus among diverse groups.
- Participate in final round interviews with hiring managers and team members, showcasing your cultural fit and commitment to GitLab's values.
- Follow up with the recruiting team after your interview, expressing your interest in the role and asking any remaining questions.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
