Strategic Account Executive - UK Public Sector

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector within the UK.

Key Role Purpose

To drive GitLab platform adoption across UK&I public sector organizations, orchestrating successful partner relationships and direct engagement across Local Authorities, Universities, Blue Light Services, Regional Healthcare Organizations, and Arms-Length Bodies, while ensuring alignment with government digital transformation initiatives.

Core Responsibilities

Strategic Account Management

• Develop and execute multi-year account strategies using MEDDPICC methodology
• Build C-level relationships across regional government bodies
• Drive platform adoption through centers of excellence
• Manage complex procurement processes across government frameworks
• Create sector-specific value propositions and business cases

Territory Development & Scale

• Build and execute strategic territory plan across public sector segments
• Create scalable prospecting and account development strategies
• Implement repeatable sector plays and reference programs
• Manage resource allocation across complex account portfolio
• Drive territory growth through new logo acquisition and expansion
• Develop territory-specific partner ecosystems

Partner Ecosystem Management

• Drive revenue through strategic system integrators
• Develop relationships with regional service providers
• Coordinate with cloud provider partnerships (AWS, Azure, GCP)
• Enable managed service provider success
• Lead joint account planning and execution

Required Experience & Knowledge

Public Sector Expertise

• Proven UK public sector software sales experience (5+ years)
• Deep understanding of government digital transformation initiatives
• Experience with government framework procurement
• Multi-stakeholder engagement in complex organizations
• Understanding of sector-specific requirements:
• Higher Education research computing environments
• Emergency Services command & control systems
• Local Authority shared services

Technical Ecosystem Knowledge

• Understanding of complementary technologies:
• Security Tools (Snyk, SonarQube, Aqua)
• Infrastructure Automation (HashiCorp, Ansible)
• Observability Solutions (Datadog, Dynatrace)
• Cloud Security (Prisma, Wiz)

Sales Methodology & Process

• MEDDPICC methodology mastery and implementation
• Territory planning and scaling expertise
• Proven forecast accuracy using MEDDPICC scoring
• Track record of complex deal closure
• Experience building territories from ground up

Additional Requirements

• Security clearance eligibility
• Willingness to travel across UK&I
• Experience with open source solutions
• Strong presentation and negotiation skills
• Demonstrable territory management tool proficiency
• Track record of building scalable territory models
• CRM (Salesforce) territory management
• Account planning tools
• Pipeline analytics
• Forecast management

Location: UK Based (Remote with Regional Travel)

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