• 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.