Public Sector Strategic Account Executive - Germany

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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

The same principles built into our products are reflected in how our team works: we embrace AI multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co‑create the future with us as we build technology that transforms how the world develops software.

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector, particularly the public defence areas in Germany.

Key Role Purpose

To drive GitLab platform adoption across public sector organizations, orchestrating successful partner relationships and direct engagement, ensuring alignment with government digital transformation initiatives.

What You'll Do

• Lead GitLab platform enterprise sales across diverse public sector portfolio
• Develop and execute multi‑year account strategies using MEDDPICC methodology
• Build C‑level relationships across government and private sector institutions
• Drive platform adoption through centers of excellence
• Manage complex procurement processes across government/public sector 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
• Create scalable partner enablement programs

What You'll Bring

• Proven German public sector software sales experience
• Deep understanding of public sector digital transformation initiatives
• Experience with government framework procurement
• Multi‑stakeholder engagement in complex organizations

Technical Ecosystem Knowledge

• DevSecOps platform or a similar type of complex technology sales experience
• Understanding of complementary technologies

Sales Methodology & Process

• MEDDPICC methodology mastery and implementation
• Complex deal management experience
• Territory planning and scaling expertise
• Partner orchestration capability
• Proven forecast accuracy using MEDDPICC scoring
• Track record of complex deal closure
• Experience building territories from ground up
• Willingness to travel
• Experience with open source solutions
• Strong presentation and negotiation skills
• Demonstrable territory management tool proficiency
• Track record of building scalable territory models

How GitLab will support you

• Benefits to support your health, finances, and well‑being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines

GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location‑based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.