• Serve as the primary specialist for customers, partners, and internal teams to drive revenue growth across the Zero Trust Cloud product portfolio • Partner with domain-expert solution engineers to capture customer requirements and craft compelling value propositions that close complex business deals • Own the regional quota and territory achievement by building and implementing account-based strategies to land and expand the Zero Trust Cloud product solutions • Collaborate synergistically with primary sales teams and leadership to ensure a unified and effective Zscaler presence in the market • Engage stakeholders across the organization, selling effectively to both C-suite executives and technical practitioners

• Sell • Collaborate on Mutt's ongoing sales opportunities and leads. Respond to client RFP and service requests, sharing our value proposition and drive processes - several per month. • Help review and provide feedback for Mutt’s marketing communications pieces and presentations - once per month • Participate in networking activities such as marketing events, workshops and conferences - a few per Q. • Research and track information on possible leads, market opportunities and sales tactics from similar companies or competitors - every week. • Pipeline - Use a set of tools, frameworks, processes, and methodologies to track the sale’s pipeline progress in our CRM - on a biweekly basis. • Proposals - Create initial drafts or send consulting work proposals and iterate client contracts with the legal team - every month. • Track - Keep engagement status and oversight info updated. Add information on current status and obstacles - every week. • Account Management • Build relationships with current clients and drive them to become Mutt's champions - every week. • Help track project economics with planning and budgeting activities. Propose ideas to increase buy-in of proposed solutions from the client’s stakeholders - every month. • Identify new tracks or staffing opportunities for current accounts, based on Mutt’s offerings - once per Q. • Other Teams' Support • COO and Ops Leadership with relevant information and analysis for relevant decision-making on staffing and presentations. • Tech Leaders/Project Managers in account expectations, pain points, possible farming opportunities, and client satisfaction surveys.

• Prospecting & Lead Generation (Build Your Own Pipeline) • Identify contractors in your target market doing $500K to $1M annually. • Use tools such as Google Maps, LinkedIn Sales Navigator, HomeAdvisor, local business directories, Facebook groups, and Chamber of Commerce lists. • Build target lists and continuously fill your pipeline. • Execute multi-touch cold email sequences to warm prospects. • Send LinkedIn connection requests and personalized messages. • Make 15 to 30 cold calls per day directly to contractors. • Understand each prospect's specific pain points. • Qualify or disqualify prospects early in the process. • Follow up on remaining objections and get contracts signed.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity 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. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As a Public Sector Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Civilian agencies as we support government teams modernizing how they build, secure, and deliver software. You'll align GitLab's AI-powered DevSecOps Platform with agency priorities such as secure software delivery, continuous integration and continuous delivery, software supply chain security, FedRAMP-authorized platform requirements, agentic AI adoption, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you'll own a strategic book of business and work directly with senior agency and technical stakeholders to link software modernization efforts to mission outcomes. This is a role with clear ownership and visible impact. You will lead account strategy from early prospecting through rollout, adoption, and expansion, while shaping long-term plans that support both customer success and GitLab's growth in the public sector. What you’ll do - 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. What you’ll bring - 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. About the team The GitLab Public Sector team works with government agencies that are improving how they deliver digital services through secure, team-based, and efficient software development. As part of GitLab's AMER Public Sector Enterprise organization, we work in an all-remote, asynchronous environment and partner closely across sales, solutions, customer success, professional services, marketing, and management to help agencies reduce manual processes, strengthen security and compliance, and modernize software delivery with our AI-powered DevSecOps Platform. We are focused on helping public sector customers deliver secure software faster while advancing mission outcomes for the communities they serve. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $148,000—$248,400 USD How GitLab Supports Full-Time Employees - 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 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. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. 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.