Public Sector SAE

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.

Core Responsibilities

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

Required Experience & Knowledge

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

Tools & Systems Proficiency

• CRM (Salesforce) territory management

• Account planning tools

• Pipeline analytics

• Forecast management

• Partner portal utilization

• Resource scheduling systems

Location: UK Based (Remote with Regional Travel)

About the team 

GitLab Public Sector

Government agencies strive to serve the public by providing optimal experiences to their communities. One way to do this is a successful digital transformation ensuring software is secure, manual processes are minimized, and there is collaboration between teams and vendors. GitLab supports your digital transformation because it is secure by design, reduces manual processes, and empowers collaboration to provide a positive civilian experience. GitLab, The One DevSecOps platform, is for software users in government agencies, enabling them to deliver secure software faster, automate software factory deployment, and empower collaboration to serve the public - securing the speed to mission.

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