Public Sector Strategic Account Executive - Rome / Milan, Italy

Overview

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. Our platform unites teams and organizations, breaking down barriers and redefining what\'s possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits 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, 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. Co-create the future with us as we build technology that transforms how the world develops software.

We are hiring for this role in Rome or Milan .

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

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.

What You\'ll Do

• 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

What You\'ll Bring

• Proven Italian 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
• Territory planning and scaling expertise
• Proven forecast accuracy using MEDDPICC scoring
• Track record of complex deal closure
• Experience building territories from ground up
• 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

Note: This description reflects the core responsibilities and qualifications of the role. We welcome candidates with varying levels of experience, and recruiters will assess fit throughout the process. GitLab is an equal opportunity employer and does not discriminate on any protected basis.

Hiring Guidelines

GitLab hires new team members in countries around the world. All roles are remote, however some roles may have location-based eligibility requirements. Our Talent Acquisition team can help answer location questions after the recruiting process begins.