Senior Channel Account Executive (System Integrators)

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 Strategic Account Executive focused on the Australian Federal Government, you will serve as the primary trusted advisor and strategic partner for federal government agencies seeking to modernize how they build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. You'll develop and execute multi-year partnership strategies that align GitLab's capabilities with government priorities such as secure software delivery, continuous integration and delivery (CI/CD), and infrastructure modernization in regulated environments. Reporting to the Head of Enterprise for GitLab's Australian business, you'll build deep relationships with senior stakeholders, work collaboratively with internal specialists and channel partners, and help drive meaningful transformation across Australian Federal Government accounts. In your first year, you'll focus on building trusted relationships with senior stakeholders, understanding agency modernization priorities and challenges, and working with cross-functional teams to develop and deliver solutions that create value. You'll coordinate closely with our pre-sales and post-sales teams to ensure customers realize the full potential of GitLab and achieve their strategic objectives. You'll also represent the voice of your customers internally by sharing product feedback and ideas through GitLab's public issue tracker, helping inform product strategy and strengthening your partnerships over time. What you'll do: * Develop and execute strategic, multi-year partnership and account plans across your defined territory of Australian Federal Government accounts, aligning GitLab's AI-powered DevSecOps platform with agency modernization priorities such as CI/CD automation, secure software delivery, and infrastructure modernization in regulated environments. * Own your strategic partnerships end-to-end, from initial discovery and relationship-building through solution design, implementation, adoption, and ongoing value creation, using a consultative, mission-focused approach. * Serve as the primary point of contact and trusted advisor for strategic prospects and customers, building relationships with senior stakeholders (including CIOs and technical leaders) and mapping complex buying groups. * Navigate complex public sector procurement and contracting processes, partnering with internal stakeholders to support deal strategy, account planning, and execution. * Collaborate closely with solutions architects and other pre- and post-sales partners to design solutions, run evaluations, and support successful rollouts, adoption, and value realization. * Partner with system integrators, resellers, and other channel partners (plus internal engineering, solutions, and customer success teams) to generate qualified opportunities, co-develop secure, compliant solutions for complex government environments, and support account growth. * Coordinate internal resources across sales, marketing, product, and customer teams to remove blockers, maintain momentum on strategic opportunities, and ensure a high-quality customer experience. * Stay close to your customers and market to inform your sales strategy, sharing feedback and product ideas through GitLab's public issue tracker and internal channels, helping shape how GitLab serves Australian Federal Government customers over time. What you’ll bring * Experience selling enterprise software or SaaS to the Australian Federal Government, including navigating complex stakeholder environments and long, regulated procurement cycles. * Strong account planning skills, with a track record of building and executing multi-year account plans across a defined territory or book of business. * Consultative sales approach, with the ability to connect customer mission outcomes to platform capabilities across the software development lifecycle, including continuous integration and delivery (CI/CD), secure software development practices, and infrastructure modernization. * Confidence engaging with both technical and non-technical stakeholders, from practitioners to senior leaders, and translating complex requirements into clear next steps and value. * Proven ability to drive end-to-end sales execution, including pipeline generation, opportunity qualification, forecasting discipline, negotiation, close, and expansion. * Experience partnering effectively with internal teams (for example, solutions architects, customer success, and support) to drive successful evaluations, rollouts, adoption, and value realization. * Ability to collaborate with system integrators, resellers, and other partners to create aligned account strategies and deliver outcomes for government customers. * Comfort working autonomously in a remote, asynchronous environment, with strong ownership, clear written communication, and a bias toward measurable results.   About the team The Public Sector and Enterprise teams at GitLab help large, mission-driven organizations modernize how they plan, build, secure, and deliver software using GitLab's AI-powered DevSecOps platform. In this Strategic Account Executive role focused on the Australian Federal Government, you'll work with a cross-functional group of account leaders, solutions architects, and customer success partners to build trusted relationships, navigate complex stakeholder and procurement environments, and deliver outcomes that matter to government missions. We operate as an all-remote, asynchronous team, partnering closely with internal teams and channel partners to support long-term adoption and expansion across strategic accounts.     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.

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands. About the role Lead at the forefront of AI & Data Resilience At Veeam, we don’t just talk about the future of technology — we are actively shaping it. We are a global leader in data resilience, operating at the epicentre of the AI, cloud and security evolution. Our culture is built by forward-thinking technologists with heart: people who challenge convention, collaborate openly, and believe that great ideas can come from anywhere. Joining Veeam means being part of a business that combines the energy and agility of a start-up with the scale, credibility, and market leadership of a global technology powerhouse. We focus relentlessly on customer outcomes, empower our teams to own their destiny, and create an inclusive environment where every voice matters. Why Veeam Work at the heart of AI-driven data resilience, enjoy flexibility and outcome-based performance, and lead with autonomy in a globally recognized organization that invests deeply in its people, culture, and leadership. The Opportunity This is a pivotal growth role within Veeam’s UK & Ireland organization. As Account Executive, Commercial Named you will be responsible for a book of existing key FTSE 100 & 250 customers and a set of target private commercial named accounts to hunt and close net new logo acquisition. You will drive a daily rhythm to ensure in quarter execution and build forward pipeline. You will develop a clear point of view on the market and a constant curiosity to link corporate objectives and technology initiatives with customer and partners alike. You will set and manage the strategy for your Territory working with specialist teams in the UK & Ireland and Inside Sales and Sales Development teams based in Bucharest. Reporting to the Director of Commercial Named, UK & Ireland, you will play a central role in shaping how Veeam engages customers, partners, and the market — accelerating growth while building a culture of excellence, collaboration, and innovation. What You'll Do * Set the vision for your UK & Ireland Commercial Named Territory * Coordinate virtual, geographically distributed teams * Drive disciplined sales execution across the full Veeam portfolio * Accelerate growth in hybrid cloud and cloud-native environments * Build executive-level relationships with senior stakeholders * Challenge the status quo with bold, innovative ideas * Partner with Channel, Hyperscalers, and System Integrators What Success Looks Like * Sustained revenue growth and increased wallet share * Strong operational excellence and predictable execution * High-trust, high-performance sales culture * Deep, long-term customer and partner relationships * A future-ready, scalable Commercial Named Territory What You’ll Bring You are a seasoned Commercial Named Sales Account Manager with presence, energy, and ambition. You bring a proven track record of leading go-to-market strategy and execution in complex technology environments, deep understanding of data resilience and cloud ecosystems, and an inspirational style to coordinate and excite virtual teams. Experience & Qualifications * Degree in business or technical discipline (or equivalent experience) * Significant sales experience * Proven track record of exceeding quota and KPIs * Background in enterprise software, SaaS, or cloud organizations What You’ll Get * 25 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares * Private medical, dental, and vision insurance with dependent enrolment * Life insurance with enhanced coverage and global 24/7 protection * Income protection after 26 weeks, covering a portion of salary * Defined contribution pension plan with employer match * Worldwide travel insurance for business and leisure, with option to enroll dependents * Employee Assistance Program with therapy, legal, and financial support, plus online GP services and wellbeing programs * Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning Please note: If an applicant is permanently located outside of the United Kingdom, Veeam reserves the right to decline the application for this position. #LI-AF1 Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential. Personal data collected during the recruitment process will be processed in accordance with our Recruiting Privacy Notice [https://www.veeam.com/legal/recruiting-privacy-notice.html], which explains how your information is collected, used, and handled in connection with hiring activities. By applying for this position, you consent to this processing.  By submitting your application, you confirm that the information provided, including any supporting documents, is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification may result in disqualification from consideration or, if discovered after employment begins, termination of employment.