

DC/VA based position within GitLab Public Sector / GitLab Federal LLC

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.


  1. Strategic Account Leader will report to an Area Sales Manager or Regional Director.
  2. Act as a primary point of contact and the face of GitLab for our strategic and large prospects.
  3. Contribute to root cause analysis on wins/losses.
  4. Take ownership of your book of business
    • document the buying criteria
    • document the buying process
    • document next steps and owners
    • ensure pipeline accuracy based on evidence and not hope
  5. Contribute to documenting improvements in our sales handbook.
  6. Provide account leadership and direction in the pre- and post-sales process
  7. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
  8. 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
  9. Be the voice of the customer by contributing product ideas to our public issue tracker
  10. Travel as necessary to accounts in order to develop relationships and close large opportunities
  11. Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
  12. Expand knowledge of industry as well as the competitive posture of the company
  13. Prepare activity and forecast reports as requested
  14. Update and maintain Sales’ database as appropriate
  15. Assist sales management in conveying customer needs to product managers, and technical support staff
  17. Respond to RFP's and follow up with prospects.
  18. Develop an account plan to sell to customers based on their business needs.
  19. Build and strengthen the business relationship with current accounts and new prospects.
  20. Recommend marketing strategies.


  1. A true desire to see customers benefit from the investment they make with you
  2. Able to provide high degree of major account management and control
  3. Work under minimal supervision on complex projects
  4. Proven success with B2B software sales
  5. Experience selling national security programs to US government agencies. 
  6. Appropriate clearances for selling national security programs to US government agencies. 
  7. Interest in GitLab, and open source software
  8. Ability to leverage established relationships and proven sales techniques for success
  9. Effective communicator (written/verbal), strong interpersonal skills
  10. Motivated, driven and results oriented
  11. Excellent negotiation, presentation and closing skills
  12. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
  13. You share our values, and work in accordance with those values.
  14. Ability to use GitLab
  15. Ability to travel if needed and comply with the company’s travel policy. Federal, LLC team members need to also comply with the applicable vaccination policies.


Top 10 reasons to work for GitLab:

  1. Work with helpful, kind, motivated, and talented people.
  2. Work remote so you have no commute and are free to travel and move.
  3. Have flexible work hours so you are there for other people and free to plan the day how you like.
  4. Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
  5. Work on open source software so you can interact with a large community and can show your work.
  6. Work on a product you use every day: we drink our own wine.
  7. Work on a product used by lots of people that care about what you do.
  8. As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
  9. Focused on results, not on long hours, so that you can have a life and don't burn out.
  10. Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.








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