Strategic Account Executive, Public Sector - Paris

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 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. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, 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 organisation.

This role will be based out of Paris

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

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.

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 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

Required Experience & Knowledge

Public Sector Expertise

• Proven French 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

Additional Requirements

• 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

Tools & Systems Proficiency

• CRM (Salesforce) territory management
• Account planning tools
• Pipeline analytics