Strategic Account Executive - Federal Government

An overview of this role

As a Strategic Account Executive focused on the Australian Federal Government, you will serve as a trusted advisor and strategic partner for federal government agencies seeking to modernise how they build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. You'll develop and execute multi-year partnership strategies that align GitLab's capabilities with government priorities such as secure software delivery, continuous integration and delivery (CI/CD), and infrastructure modernisation in regulated environments. Reporting to the Head of Enterprise for GitLab's Australian business, you'll build deep relationships with senior stakeholders, work collaboratively with internal specialists and channel partners, and help drive meaningful transformation across Australian Federal Government accounts.

What you’ll do

• Develop and execute strategic, multi-year partnership and account plans across your defined territory of Australian Federal Government accounts, aligning GitLab's AI-powered DevSecOps platform with agency modernisation priorities such as CI/CD automation, secure software delivery, and infrastructure modernisation in regulated environments.

• Own your strategic partnerships end-to-end, from initial discovery and relationship-building through solution design, implementation, adoption, and ongoing value creation, using a consultative, mission-focused approach.

• Serve as the primary point of contact and trusted advisor for strategic prospects and customers, building relationships with senior stakeholders (including CIOs and technical leaders) and mapping complex buying groups.

• Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution.

• Collaborate closely with solutions architects and other pre- and post-sales partners to design solutions, run evaluations, and support successful rollouts, adoption, and value realisation.

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

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

• Stay close to your customers and market to inform your sales strategy, sharing feedback and product ideas through GitLab's public issue tracker and internal channels, helping shape how GitLab serves Australian Federal Government customers over time.

What you’ll bring

• Experience selling enterprise software or SaaS to the Australian Federal Government, including navigating complex stakeholder environments and long, regulated procurement cycles.

• Strong account planning skills, with a track record of building and executing multi-year account plans across a defined territory or book of business.

• Consultative sales approach, with the ability to connect customer mission outcomes to platform capabilities across the software development lifecycle, including continuous integration and delivery (CI/CD), secure software development practices, and infrastructure modernisation.

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

• Proven ability to drive end-to-end sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, close, and expansion.

• Experience partnering effectively with internal teams (for example, solutions architects, customer success, and support) to drive successful evaluations, rollouts, adoption, and value realisation.

• Ability to collaborate with system integrators, resellers, and other partners to create aligned account strategies and deliver outcomes for government customers.

• Comfort working autonomously in a remote, asynchronous environment, with strong ownership, clear written communication, and a bias toward measurable results.