• Lead strategic account activity for large prospects and customers across Brazil, providing direction throughout pre-sales and post-sales engagements. • Develop opportunities within enterprise accounts through prospecting, relationship building, and a consultative understanding of customer business needs. • Create account plans and customer proposals that clearly connect GitLab capabilities to organizational priorities and transformation goals. • Coordinate with pre-sales, post-sales, and support teams to support successful product rollout and customer adoption. • Generate qualified pipeline in partnership with strategic channel partners and support new customer development efforts. • Contribute customer feedback and product ideas to GitLab’s public issue tracker to represent the voice of the customer. • Prepare activity and forecast reports, and help analyze wins and losses to improve future sales execution. • Collaborate with marketing, account teams, product managers, and technical teams to share lessons learned and communicate customer needs clearly.

• Own and grow a territory focused on Insurance accounts • Manage a book of existing customers to proactively drive upsell, cross-sell, and net-new opportunities • Prospect and engage new accounts to expand revenue base • Build and execute strategic account plans, run outbound prospecting campaigns, and drive pipeline generation • Lead full-cycle sales processes from discovery to close • Conduct effective discovery and solutioning with mid-market to enterprise-level customers • Follow the MEDDPICC qualification process and manage detailed deal execution • Negotiate and close complex, high-value deals • Use AI tools to drive your effectiveness in overdelivering on targets

• Build and execute account and capture strategies across DoD, IC, and federal civilian agencies • Identify and engage key stakeholders across program offices, engineering leadership, and contracting teams • Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs • Partner with Government Relations and Demand Gen to shape early demand and position Istari in emerging opportunities • Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway • Own the full federal sales cycle from initial engagement through contract award • Conduct discovery to understand mission objectives, engineering challenges, and program constraints • Partner with Solution Architects to design compliant architectures and execute proofs of value • Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA) • Build business cases tied to mission effectiveness, engineering velocity, and cost efficiency • Navigate complex stakeholder environments across program, engineering, and contracting • Lead pricing strategy, proposal development, and negotiations • Partner with Solution Architects to win technical validation • Work with Government Relations to align opportunities with funding and policy priorities • Collaborate with Contracts, Legal, and Finance on proposals and compliance • Provide insights to Product and Engineering on federal requirements • Contribute to federal GTM strategy and capture plans • Build trusted relationships with program managers, engineering leaders, and contracting stakeholders • Drive expansion from pilot to program of record and enterprise adoption • Align account growth with mission priorities and budget cycles • Position Istari as foundational infrastructure for secure digital engineering

• Develop and maintain relationships with key customers • Identify new business opportunities to both existing customers and new prospects • Manage sales orders and provide status in the form of sales reports and forecasts to the manager and/or the management team • Maintain and grow sales within existing territory of accounts and prospects by expanding the depth of products being sold • Actively search for, find, develop and close new business • Achieve and exceed monthly, quarterly and annual sales goals • Accurately forecast monthly margin opportunity pipeline • Participate as a collaborative member of a sales team and sales territory • Actively and accurately utilize CRM system • Attend sales and product training as required • Create and execute territory management plan • Assume additional responsibilities as required