Senior Professional Services Engagement Manager – FSI

Role Overview

• Conduct discovery sessions with DoD agencies and Federal Systems Integrators to understand current-state capabilities, mission constraints, and desired business outcomes
• Design outcome-oriented services proposals that align GitLab capabilities with customer success metrics and mission objectives
• Structure engagements using outcome-based pricing approaches where appropriate, while maintaining flexibility for staff augmentation and packaged offerings when contracting requirements dictate
• Navigate government contracting vehicles and work effectively through reseller/distributor partnerships and Federal Systems Integrators
• Develop custom-scoped SOWs and staffing plans for complex DoD implementations, engaging with technical architects and delivery leadership to ensure deliverability
• Articulate GitLab's services value proposition, catalog offerings, and implementation methodologies in the context of federal requirements and compliance frameworks
• Align with division chiefs, and program managers to gain agreement on scope, price, and shared responsibility mode of the services engagement.
• Build trusted advisor relationships with division chiefs, program managers, and technical leaders across DoD and FSI organizations
• Guide customers through commercial terms, procurement processes, and contracting structures appropriate for their acquisition environment
• Manage project
• and account-level escalations, ensuring rapid resolution and maintaining customer confidence
• Position consulting, training, success tiers, and additional solutions proactively to ensure successful outcomes and long-term customer retention
• Facilitate solutioning sessions including implementation roadmapping, enterprise strategy discussions, and executive-level requirements gathering
• Drive measurable outcomes by structuring services that support customer success metrics, accurately forecasting services bookings, and tracking key performance indicators related to bookings, margin, and attachment to strategic opportunities.
• Own the engagement lifecycle from initial discovery and pre-sales solutioning through scoping, SOW development, staffing alignment, and transition to delivery, ensuring engagements are deliverable, clearly defined, and outcome-oriented.
• Influence cross-functional teams by articulating GitLab’s professional services value proposition in the context of federal requirements and compliance frameworks, and by feeding customer insights back into sales, delivery, and practice management.
• Partner with regional sales and engagement leadership to prioritize and manage services opportunities that support critical deals and strategic initiatives, providing clear recommendations on risk management, negotiation strategies, and commercial structures.
• Foster a culture of enablement and continuous improvement by training field teams on how to position and sell professional services in the DoD and FSI context, and by sharing trends, feedback, and suggestions that improve go-to-market content and operational processes.

Requirements

• Demonstrated progressive experience structuring, scoping, and selling professional services engagements in the public sector, with deep familiarity with Department of Defense (DoD) agencies and Federal Systems Integrator (FSI) environments.
• Strong knowledge of government contracting processes and procurement vehicles, including experience working through reseller, distributor, and FSI partnerships to structure compliant services engagements.
• Proven success operating in a pre-sales context, conducting discovery, designing outcome-oriented proposals, and developing custom statements of work (SOWs) and staffing plans for large, complex implementation projects.
• Solid understanding of software development lifecycle (SDLC), DevOps practices, and cloud transformation initiatives, with the ability to connect technical solutions to mission objectives and measurable business outcomes.
• Effective communication and interpersonal skills with executive presence, able to build trusted advisor relationships with division chiefs, program managers, contracting stakeholders, and senior technical leaders.
• Highly developed facilitation, negotiation, and problem-solving skills, including the ability to guide customers through acquisition processes, commercial structures, and risk mitigation strategies.
• Comfort working cross-functionally with sales, solutions architecture, delivery, and operations teams to align on deal strategy, staffing, and successful execution in a fast-paced environment.
• Capacity to work autonomously and asynchronously in a fully remote setting, managing multiple complex opportunities while maintaining accurate forecasting and consistent alignment with GitLab values and goals.

Tech Stack

• Cloud
• SDLC

Benefits

• 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
• Home office support