<div class="content-intro"><p>GitLab is an open core software company that develops the most comprehensive&nbsp;<a class="c-link" href="https://about.gitlab.com/solutions/devops-platform" target="_blank" data-stringify-link="https://about.gitlab.com/solutions/devops-platform" data-sk="tooltip_parent">AI-powered DevSecOps Platform</a>, used by more than 100,000 organizations. Our&nbsp;<a class="c-link" href="https://about.gitlab.com/company/mission" target="_blank" data-stringify-link="https://about.gitlab.com/company/mission" data-sk="tooltip_parent">mission</a>&nbsp;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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our&nbsp;operations&nbsp;on our product and staying aligned with our&nbsp;<a class="c-link" href="https://about.gitlab.com/handbook/values" target="_blank" data-stringify-link="https://about.gitlab.com/handbook/values" data-sk="tooltip_parent">values</a>. Learn more about&nbsp;<a class="c-link" href="https://vimeo.com/gitlab/gettoknowgitlab" target="_blank" data-stringify-link="https://vimeo.com/gitlab/gettoknowgitlab" data-sk="tooltip_parent">Life at GitLab</a>.</p>
<p>Thanks to products like&nbsp;<a class="c-link" href="https://about.gitlab.com/gitlab-duo/" target="_blank" data-stringify-link="https://about.gitlab.com/gitlab-duo/" data-sk="tooltip_parent">Duo Enterprise</a>, and&nbsp;<a class="c-link" href="https://about.gitlab.com/blog/2024/06/27/meet-gitlab-duo-workflow-the-future-of-ai-driven-development/" target="_blank" data-stringify-link="https://about.gitlab.com/blog/2024/06/27/meet-gitlab-duo-workflow-the-future-of-ai-driven-development/" data-sk="tooltip_parent">Duo Workflow</a>, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organization.</p></div><p>You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector within the UK.&nbsp;</p>
<h2><strong>Key Role Purpose</strong></h2>
<p>To drive GitLab platform adoption across UK&amp;I public sector organizations, orchestrating successful partner relationships and direct engagement across Local Authorities, Universities, Blue Light Services, Regional Healthcare Organizations, and Arms-Length Bodies, while ensuring alignment with government digital transformation initiatives.</p>
<h2><strong>What You'll Do</strong></h2>
<h3><strong>Strategic Account Management</strong></h3>
<ul>
<li>Lead GitLab platform enterprise sales across diverse public sector portfolio</li>
<li>Develop and execute multi-year account strategies using MEDDPICC methodology</li>
<li>Build C-level relationships across regional government bodies</li>
<li>Drive platform adoption through centers of excellence</li>
<li>Manage complex procurement processes across government frameworks</li>
<li>Create sector-specific value propositions and business cases</li>
</ul>
<h3><strong>Territory Development &amp; Scale</strong></h3>
<ul>
<li>Build and execute strategic territory plan across public sector segments</li>
<li>Create scalable prospecting and account development strategies</li>
<li>Implement repeatable sector plays and reference programs</li>
<li>Manage resource allocation across complex account portfolio</li>
<li>Drive territory growth through new logo acquisition and expansion</li>
<li>Develop territory-specific partner ecosystems</li>
</ul>
<h3><strong>Partner Ecosystem Management</strong></h3>
<ul>
<li>Drive revenue through strategic system integrators</li>
<li>Develop relationships with regional service providers</li>
<li>Coordinate with cloud provider partnerships (AWS, Azure, GCP)</li>
<li>Enable managed service provider success</li>
<li>Lead joint account planning and execution</li>
<li>Create scalable partner enablement programs</li>
</ul>
<h2><strong>What You'll Bring</strong></h2>
<h3><strong>Public Sector Expertise</strong></h3>
<ul>
<li>Proven UK public sector software sales experience (5+ years)</li>
<li>Deep understanding of government digital transformation initiatives</li>
<li>Experience with government framework procurement</li>
<li>Multi-stakeholder engagement in complex organizations</li>
<li>Understanding of sector-specific requirements:</li>
<ul>
<li>Higher Education research computing environments</li>
<li>Emergency Services command &amp; control systems</li>
<li>Healthcare information governance</li>
<li>Local Authority shared services</li>
<li>Regional government digital strategies</li>
</ul>
</ul>
<h3><strong>Technical Ecosystem Knowledge</strong></h3>
<ul>
<li>DevSecOps platform sales experience</li>
<li>Understanding of complementary technologies:</li>
<ul>
<li>Container Platforms (OpenShift, Tanzu)</li>
<li>Security Tools (Snyk, SonarQube, Aqua)</li>
<li>Infrastructure Automation (HashiCorp, Ansible)</li>
<li>Artifact Management (JFrog, Nexus)</li>
<li>Observability Solutions (Datadog, Dynatrace)</li>
<li>API Management (Kong, Apigee)</li>
<li>Cloud Security (Prisma, Wiz)</li>
<li>DevSecOps Pipeline Tools (Jenkins, CircleCI)</li>
</ul>
</ul>
<h3><strong>Sales Methodology &amp; Process</strong></h3>
<ul>
<li>MEDDPICC methodology mastery and implementation</li>
<li>Complex deal management experience</li>
<li>Territory planning and scaling expertise</li>
<li>Partner orchestration capability</li>
<li>Proven forecast accuracy using MEDDPICC scoring</li>
<li>Track record of complex deal closure</li>
<li>Experience building territories from ground up</li>
</ul>
<h2><strong>Additional Requirements</strong></h2>
<ul>
<li>Security clearance eligibility</li>
<li>Willingness to travel across UK&amp;I</li>
<li>Experience with open source solutions</li>
<li>Strong presentation and negotiation skills</li>
<li>Demonstrable territory management tool proficiency</li>
<li>Track record of building scalable territory models</li>
</ul>
<p>Location: UK Based (Remote with Regional Travel)</p>
<p>About the team&nbsp;</p>
<p><strong>About the team</strong></p>
<p>&nbsp;</p>
<p>Thanks to our <a href="https://about.gitlab.com/handbook/values/#transparency">Transparency</a> value, you can see what we are working on in our <a href="https://handbook.gitlab.com/handbook/sales/playbook/">Team page</a>.&nbsp;</p>
<p>Further information on the role can be found here - https://handbook.gitlab.com/job-families/sales/enterprise-account-executive/#associate-strategic-account-executive&nbsp;</p>
<h4><strong>How GitLab will support you</strong></h4>
<ul>
<li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/">Benefits to support your health, finances, and well-being</a></li>
<li>All remote, <a href="https://about.gitlab.com/company/culture/all-remote/asynchronous/">asynchronous</a> work environment</li>
<li><a href="https://about.gitlab.com/handbook/paid-time-off/">Flexible Paid Time Off</a></li>
<li><a href="https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&amp;text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.">Team Member Resource Groups</a></li>
<li><a href="https://about.gitlab.com/handbook/stock-options/">Equity Compensation &amp; Employee Stock Purchase Plan</a></li>
<li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#growth-and-development-benefit">Growth and development budget&nbsp;</a></li>
<li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave">Parental leave</a>&nbsp;</li>
<li><a href="https://about.gitlab.com/handbook/finance/procurement/office-equipment-supplies/">Home office</a> support</li>
</ul>
<p>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 <a href="https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups">underrepresented groups</a> 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.</p>
<p><span style="color: rgb(236, 240, 241);">#LI-BC2</span></p>
<div>&nbsp;</div><div class="content-conclusion"><hr>
<p><strong>Country Hiring Guidelines: </strong>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.&nbsp;&nbsp;</p>
<p><strong>Privacy Policy: </strong>Please review our <a href="https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/" target="_blank">Recruitment Privacy Policy.</a> Your privacy is important to us.</p>
<p>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&nbsp;<a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy" target="_blank">GitLab’s EEO Policy</a>&nbsp;and&nbsp;<a href="https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices" target="_blank">EEO is the Law</a>. If you have a disability or special need that requires&nbsp;<a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation" target="_blank">accommodation</a>, please let us know during the&nbsp;<a href="https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process" target="_blank">recruiting process</a>.</p></div>

GitLab is an open core software company that develops the most comprehensive
[AI-powered DevSecOps Platform](https://about.gitlab.com/solutions/devops-
platform), used by more than 100,000 organizations. Our
[mission](https://about.gitlab.com/company/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 the
rate of human progress. This mission is integral to our culture, influencing
how we hire, build products, and lead our industry. We make this possible at
GitLab by running our operations on our product and staying aligned with our
[values](https://about.gitlab.com/handbook/values). Learn more about [Life at
GitLab](https://vimeo.com/gitlab/gettoknowgitlab).

Thanks to products like [Duo Enterprise](https://about.gitlab.com/gitlab-
duo/), and [Duo Workflow](https://about.gitlab.com/blog/2024/06/27/meet-
gitlab-duo-workflow-the-future-of-ai-driven-development/), customers get the
benefit of AI at every stage of the SDLC. The same principles built into our
products are reflected in how our team works: we embrace AI as a core
productivity multiplier. All team members are encouraged and expected to
incorporate AI into their daily workflows to drive efficiency, innovation, and
impact across our global organization.

You will act as a primary point of contact and the face of GitLab for our
prospects and customers within the Public Sector within the UK.

## **Key Role Purpose**

To drive GitLab platform adoption across UK&I public sector organizations,
orchestrating successful partner relationships and direct engagement across
Local Authorities, Universities, Blue Light Services, Regional Healthcare
Organizations, and Arms-Length Bodies, while ensuring alignment with
government digital transformation initiatives.

## **What You'll Do**

### **Strategic Account Management**

  * 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 regional government bodies
  * Drive platform adoption through centers of excellence
  * Manage complex procurement processes across government 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**

### **Public Sector Expertise**

  * Proven UK public sector software sales experience (5+ years)
  * Deep understanding of government digital transformation initiatives
  * Experience with government framework procurement
  * Multi-stakeholder engagement in complex organizations
  * Understanding of sector-specific requirements:
    * Higher Education research computing environments
    * Emergency Services command & control systems
    * Healthcare information governance
    * Local Authority shared services
    * Regional government digital strategies

### **Technical Ecosystem Knowledge**

  * DevSecOps platform sales experience
  * Understanding of complementary technologies:
    * Container Platforms (OpenShift, Tanzu)
    * Security Tools (Snyk, SonarQube, Aqua)
    * Infrastructure Automation (HashiCorp, Ansible)
    * Artifact Management (JFrog, Nexus)
    * Observability Solutions (Datadog, Dynatrace)
    * API Management (Kong, Apigee)
    * Cloud Security (Prisma, Wiz)
    * DevSecOps Pipeline Tools (Jenkins, CircleCI)

### **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

## **Additional Requirements**

  * Security clearance eligibility
  * Willingness to travel across UK&I
  * Experience with open source solutions
  * Strong presentation and negotiation skills
  * Demonstrable territory management tool proficiency
  * Track record of building scalable territory models

Location: UK Based (Remote with Regional Travel)

About the team

**About the team**



Thanks to our
[Transparency](https://about.gitlab.com/handbook/values/#transparency) value,
you can see what we are working on in our [Team
page](https://handbook.gitlab.com/handbook/sales/playbook/).

Further information on the role can be found here -
https://handbook.gitlab.com/job-families/sales/enterprise-account-
executive/#associate-strategic-account-executive

#### **How GitLab will support you**

  * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)
  * All remote, [asynchronous](https://about.gitlab.com/company/culture/all-remote/asynchronous/) work environment
  * [Flexible Paid Time Off](https://about.gitlab.com/handbook/paid-time-off/)
  * [Team Member Resource Groups](https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.)
  * [Equity Compensation & Employee Stock Purchase Plan](https://about.gitlab.com/handbook/stock-options/)
  * [Growth and development budget ](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#growth-and-development-benefit)
  * [Parental leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) 
  * [Home office](https://about.gitlab.com/handbook/finance/procurement/office-equipment-supplies/) 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](https://about.gitlab.com/company/culture/inclusion/#examples-of-
select-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.

#LI-BC2



* * *

**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.](https://handbook.gitlab.com/handbook/hiring/candidate-
faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-
employment-opportunity-policy) and [EEO is the
Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-
equal-employment-opportunity-commission-notices). If you have a disability or
special need that requires
[accommodation](https://about.gitlab.com/handbook/people-policies/inc-
usa/#reasonable-accommodation), please let us know during the [recruiting
process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-
to-our-interview-process).

