G

GitLab

Unified DevOps platform for CI/CD

Public Sector Strategic Account Executive - Federal Civilian

Full-Time
$122k - $205.2k
Mid
Remote in USA
Remote
Sales & Account ManagementAccount Executive

About the job

Requirements
  • Experience selling technology solutions into U.S. Federal Civilian agencies and understanding the federal public sector landscape, procurement vehicles, compliance requirements, and agency buying cycles.
  • Ability to manage large, complex opportunities with multiple stakeholders and maintain strong ownership throughout the sales process.
  • Skill in using a consultative sales approach to link technical decisions and platform value to agency mission outcomes.
  • Strong communication, negotiation, presentation, and relationship-building skills, including with executive-level stakeholders.
  • Ability to work effectively with minimal supervision in a distributed, asynchronous environment.
  • Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows, with comfort positioning FedRAMP-authorized solutions in regulated environments.
  • Ability to translate AI and agentic AI capabilities into clear public sector value propositions.
  • Alignment with GitLab's values and openness to bringing transferable experience from adjacent public sector or enterprise technology environments.
Responsibilities
  • Support and grow strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth.
  • Build and execute account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps.
  • Lead account direction across pre-sales and post-sales activities in partnership with Solutions Architects, Customer Success Managers, Professional Services, Marketing, partner teams, and sales management to enable rollout, adoption, and long-term customer outcomes.
  • Drive prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts.
  • Navigate federal procurement cycles and position FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations.
  • Develop consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs.
  • Represent the voice of the customer by submitting product ideas through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings.
  • Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes.

About the company

G

GitLab

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GitLab provides a unified DevOps platform that brings together the tools needed for software development, including code hosting, collaboration, CI/CD, issue tracking, and security, all in one application. It works by offering a single subscription-based platform where teams can plan, write, test, review, and deploy code through automated pipelines, reducing the need to manage separate tools. This differs from many competitors that require using a collection of separate products; GitLab consolidates these capabilities into one integrated solution, helping teams work more efficiently. The company's goal is to help organizations speed up software delivery and improve collaboration by simplifying the DevOps process and continuously updating the platform with new features and improvements.

Company Size

1,001-5,000

Company Stage

IPO

Headquarters

San Francisco, California

Founded

2014

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Simplify's Take

What believers are saying

  • September 2026 revenue hit $286.3 million, up 21%, with record gross bookings.
  • Net ARR grew 42% and first orders doubled in GitLab's latest quarter.
  • GitLab Flex committed over $20 million in six weeks, validating hybrid consumption pricing.

What critics are saying

  • June 2026 layoffs cut 14% and exited 22 countries, disrupting execution.
  • Microsoft GitHub and Atlassian own adjacent developer workflows, pressuring GitLab's platform consolidation.
  • If Duo monetization stalls, AI spending becomes a cost center before FY2027 growth slows.

What makes GitLab unique

  • GitLab 19.4 unifies agentic automation across CI, security, merge requests, and projects.
  • GitLab Duo Agent Platform ships with governed, local, traceable AI inside enterprise workflows.
  • GitLab's single-application DevSecOps stack keeps code, security, and compliance context together.

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Benefits

  • Spending Company Money
  • Equity Compensation
  • Life Insurance
  • Financial Wellness
  • Paid Time Off
  • Growth and Development Benefit
  • GitLab Contribute
  • Business Travel Accident Policy
  • Immigration
  • Employee Assistance Program
  • Incentives
  • All-Remote

Growth & Insights and Company News

Headcount

6 month growth

0%

1 year growth

0%

2 year growth

0%
Yahoo Finance
Oct 14th, 2026
GitLab is a software stock to watch, while Elastic and Wix underwhelm

SaaS stocks have gained 56.3% over the past six months, outpacing the S&P 500's 12% rise. Still, StockStory says AI is eating into the profits of software firms with low switching costs, so only the strongest will last. It favours GitLab (NASDAQ:GTLB), valued at $8.66 billion. Revenue grew 25.9% a year over two years, annual recurring revenue rose 23.3% in the last year, and gross margin is 85.9%. The stock trades at $50.42, or 7.8x forward price-to-sales. It is wary of two others. Elastic (NYSE:ESTC), worth $9.90 billion, posted billings growth of 14% and flat operating margin. Wix (NASDAQ:WIX), worth $3.00 billion, saw billings growth of 13.9% and a 17.5 percentage point drop in operating margin.

Yahoo Finance
Oct 6th, 2026
GitLab unveils governed software factory with AI agent orchestration and security controls

GitLab has announced new capabilities for what it calls a "governed software factory", aimed at helping organisations deploy AI-generated software whilst managing risk and cost. The platform now includes goal-driven workflows that automate progression across the software development lifecycle, reducing handoffs between stages. Key additions include GitLab Artifact Central, which centralises containers and packages alongside source code, and GitLab Dependency Firewall, which blocks malicious or non-compliant packages before they enter builds. GitLab Secrets Manager, now generally available, secures credentials in one location. The platform will integrate Anthropic's Claude Mythos 5 and 5.1 models for security workflows. New Impact Analytics tools show AI investment costs and outcomes by team and model. GitLab reports active users of agentic software development grew 200% year-over-year over the past three months, with over 70 million developers using the platform.

Yahoo Finance
Sep 30th, 2026
GitLab Q2 revenue beats estimates by 4.8%, shares up 3.3% on $286M quarterly revenue

GitLab reported Q2 revenues of $286.3 million, up 21.3% year-on-year and exceeding analyst expectations by 4.8%. The company delivered strong billings results and EPS guidance for the next quarter. Chief executive officer Bill Staples highlighted record gross bookings and net annual recurring revenue growth exceeding 40% year-on-year. He noted that as AI drives more software creation, GitLab's platform provides increasingly valuable context, security, governance, and control for human and AI agent collaboration. The DevSecOps platform provider's shares rose 3.3% following the earnings announcement. The quarter was part of a strong performance across the software development sector, where 12 tracked companies collectively beat revenue estimates by 3.2%. GitLab operates with an all-remote workforce and provides tools helping development, operations, and security teams collaborate to build and deploy software.

The Economic Times
Sep 29th, 2026
Ashton Kutcher backed GitLab in $1.5M seed round before $11B IPO, but payout remains undisclosed

GitLab went public in October 2021 at $77 per share, valuing the company at roughly $11 billion. Sound Ventures, the investment firm co-founded by Ashton Kutcher, backed GitLab six years earlier during its $1.5 million seed round in July 2015. Khosla Ventures led that early financing, with Joe Montana's Liquid 2 Ventures also participating. At the time, GitLab had fewer than 10 team members and was still developing its software development collaboration tools. GitLab's shares closed at $103.89 on their first trading day, giving the company a market value of $14.9 billion, according to Reuters. However, neither GitLab nor Sound Ventures disclosed the size of the firm's investment or when shares were sold, making it impossible to calculate Kutcher's actual return.

Tech in Asia
Sep 18th, 2026
GitLab 19.4 launches agentic automation tools with 4x more efficient open-weight models

GitLab has released version 19.4, introducing agentic automation tools alongside Model Context Protocol server tools in public beta under its GitLab Duo Agent Platform. The new tools allow agents to automate tasks across continuous integration and continuous delivery, merge requests, work items, vulnerabilities, and projects, all governed by tool-level rules. GitLab has made its Credits usage visibility feature generally available. The company also announced that its new GitLab-hosted open-weight models can deliver up to four times more calls per credit whilst maintaining performance comparable to frontier models.