Senior Strategic Account Executive

This is a fully remote position, open to applicants in Australia.

📋 Description

• Create and implement strategic, multi-year partnership and account strategies across your designated territory of Australian Federal Government accounts, aligning GitLab's AI-driven DevSecOps platform with agency modernization objectives such as CI/CD automation, secure software delivery, and infrastructure upgrades in regulated environments.

• Manage your strategic partnerships comprehensively, from initial discovery and relationship cultivation through solution design, implementation, adoption, and ongoing value enhancement, employing a consultative and mission-oriented approach.

• Act as the primary liaison and trusted advisor for strategic prospects and clients, nurturing relationships with senior stakeholders (including CIOs and technical leaders) and mapping intricate buying groups.

• Navigate the complexities of public sector procurement and contracting processes, collaborating with internal stakeholders to support deal strategy, account planning, and execution.

• Work closely with solutions architects and other pre- and post-sales partners to design solutions, conduct evaluations, and facilitate successful rollouts, adoption, and value realization.

• Collaborate with system integrators, resellers, and other channel partners (alongside internal engineering, solutions, and customer success teams) to generate qualified opportunities, co-create secure, compliant solutions for complex government environments, and drive account growth.

• Coordinate internal resources across sales, marketing, product, and customer teams to eliminate obstacles, maintain momentum on strategic opportunities, and ensure a high-quality customer experience.

• Remain engaged with your customers and the market to inform your sales strategy, providing feedback and product suggestions through GitLab's public issue tracker and internal channels, thereby helping to shape how GitLab serves Australian Federal Government clients over time.

⛳️ Requirements

• Proven experience selling enterprise software or SaaS to the Australian Federal Government, including navigating complex stakeholder environments and lengthy, regulated procurement processes.

• Strong account planning capabilities, demonstrated by a history of developing and executing multi-year account strategies across a defined territory or portfolio.

• Consultative sales methodology, with the ability to link customer mission outcomes to platform functionalities across the software development lifecycle, including continuous integration and delivery (CI/CD), secure software development practices, and infrastructure modernization.

• Confidence in engaging with both technical and non-technical stakeholders, from practitioners to senior executives, and translating complex requirements into clear next steps and value propositions.

• Documented ability to drive full-cycle sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, closing, and expansion.

• Experience collaborating effectively with internal teams (such as solutions architects, customer success, and support) to facilitate successful evaluations, rollouts, adoption, and value realization.

• Ability to work alongside system integrators, resellers, and other partners to develop aligned account strategies and achieve outcomes for government clients.

• Comfortable working independently in a remote, asynchronous setting, with strong ownership, clear written communication, and a focus on measurable results.

🏝️ Benefits

• Benefits designed to support your health, financial stability, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.