You'll own the technical evaluation and validation stages of the sales cycle, guide customers through proofs of concept and value, and connect GitLab's modern software development, operations, and cloud capabilities to measurable value.

In this role, you'll work closely with sales and cross-functional GitLab teams, provide technical guidance from first conversation through successful deployment, and act as a customer advocate back into Product, Sales, and Marketing.

With your TS/SCI with poly clearance and deep familiarity with government environments, you'll shape and execute strategies that build mindshare, expand GitLab usage, and establish long-term, trusted relationships across public sector accounts.

Responsibilities:

• Engage with public sector customers, both onsite and remotely, to provide technical expertise and guidance throughout the pre-sales process, including tailored demos, technical presentations, and hands-on workshops.

• Collaborate with the sales team to shape and execute account strategies that drive GitLab adoption within government environments.

• Own the technical evaluation process, including proof of concept (POC) and proof of value (POV) design and delivery, tender and audit support, and technical input into proposals.

• Lead the creation of Customer Success Plans that capture technical success criteria and handoff details from the pre-sales process, ensuring a smooth path to deployment and adoption.

• Build and deepen relationships with technical and business stakeholders so they become advocates for GitLab within their organizations.

• Serve as the customer advocate internally by channeling feedback and insights to Product, Sales, Marketing, and other GitLab teams to influence roadmap and messaging.

• Maintain and expand your expertise in GitLab and related technologies, including modern software development, operations, and cloud practices, and create reusable examples and assets for customers and partners.

• Run Value Stream Assessments with support from senior Solutions Architects to identify opportunities for customers to improve their software delivery with GitLab.

Requirements:

• Active TS/SCI clearance with polygraph and ability to meet all applicable government eligibility requirements as a United States Person.

• Residing in the Washington, D.C. area and ability to travel for onsite engagement with public sector customers, based on business and customer needs.

• Background in technical pre-sales, consulting, or information technology roles, ideally with U.S. public sector or federal customers, where you guided customers through evaluations and solution design.

• Hands-on experience using GitLab and familiarity with modern software development and operations practices, such as CI/CD, DevSecOps, and automation.

• Experience with cloud computing platforms and related technologies in regulated or security-conscious environments.

• Ability to connect technical solutions to measurable business or mission outcomes and to advise senior stakeholders on tradeoffs and options.

• Strong, confident communication and relationship-building skills, including leading customer meetings, demos, and value-focused conversations in close partnership with sales and cross-functional teams.

• Openness to learning, seeking feedback, and building new skills, including familiarity with GitLab's Solutions Architect handbook and related resources.

About the team:

The Public Sector Solutions Architect role is part of GitLab's Solutions Architect team, a group of trusted technical advisors who help government customers understand, evaluate, and adopt the GitLab DevSecOps platform.

You'll work closely with account teams, Customer Success, and Product to support public sector organizations, with a particular focus on agencies that require TS/SCI with polygraph.

The team is distributed and collaborates asynchronously across time zones using GitLab and our handbook-first practices to share knowledge, reusable examples, and best practices.

You'll help the team address unique public sector challenges such as security, compliance, and mission-critical software delivery, and contribute customer insights that shape our product direction.

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Program Manager, Industrial Security

Location

Washington, DC

Employment Type

Full time

Location Type

Hybrid

Department

Corporate Security

Compensation

• $194.4K – $279K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

The Corporate Security team is responsible for the security and protection of all OpenAI employees and executives. We are committed to creating and maintaining a secure environment that allows our team members to focus on their work without fear of harm or disruption.

About the Role

OpenAI is seeking an Industrial Security Program Manager in DC to help develop and scale a world-class industrial security program across multiple locations, including San Francisco and Washington DC. In this role, you will be responsible for tracking and enabling workstreams for cleared frameworks, programs, vendors, and relationships for meeting objectives of Industrial Security. You will collaborate closely with government partners, contractors, and internal teams to safeguard sensitive projects and R&D initiatives.

This role is ideal for someone who combines deep expertise in US Government industrial security programs with hands-on program execution and experience.

Key Responsibilities

• Create and track program management plans, budgets, schedules, presentations, deliver training, and ensure audits are passed meeting the highest standards.

• Partner closely with GRC, facilities, and others to ensure compliance with NISPOM, ICD 705, DoD/IC regulations, and other federal requirements to enable rapid execution on OpenAI for Government’s programs.

• Support multi-year security roadmaps to support OpenAI Public Sector projects, accredited facilities, and sensitive R&D initiatives, balancing the agile nature of our business with the timelines and requirements associated with US Government contracts.

• Support multi-site industrial security programs, including San Francisco, Washington DC, and other location as the business expands. This may include supporting foreign government security requirements as needed.

• Develop plans, roadmaps, track accreditation, and operational management of multiple accredited facilities and controlled areas as needed to support our partnerships with the US Government.

• Participate in construction and accreditation efforts in partnership with government agencies, design engineers, vendors and contractors.

• Ensure facilities meet and exceed required standards, with ongoing accreditation audits and readiness checks.

• Act as surge support for Industrial Security when operational demands are high.

• Ensure frameworks are met for NISPOM, ICDs, SAPs, OPSEC, Insider Threat and continuous evaluation programs.

• Develop and mature processes and programs such as, onboarding to the company and contracts, security indoctrinations, required reporting and approvals, security awareness, and similar security processes so the business can scale.

• Attend Program Management Reviews with OpenAI teams and Government representatives, ensuring smooth communication and compliance.Identify gaps and establish Plans of Actions and Milestones (POAM)s to address them.

• Partner with OpenAI for Government and Legal teams on security-related contract preparation, submissions, and compliance tracking.

• Map and assists all federal inspections, audits, and incident investigations, maintaining a best-in-class compliance record.

• Develop and monitor SOPs and plans for sensitive material control, secured communications, and reporting requirements.

• Develop advanced security training.

• Continuously evaluate security programs for improvement

You may be a fit for this role if you have:

• 5+ years of experience in industrial security, with significant experience in industrial security operations for multi-site programs with a large Fortune 500 Tech Firm.

• An active TS/SCI security clearance (Full Scope Polygraph strongly preferred).

• Expert knowledge of US Government security standards.

• Experience participating in the building and accrediting multiple accredited facilities and controlled areas.

• Strong analytical and problem-solving skills, with the ability to analyze complex security issues and develop effective solutions.

• Excellent communication and interpersonal skills, with the ability to work effectively with government partners, contractors, and internal teams.

• Strong program management skills, with the ability to create and track program management plans, budgets, schedules, and presentations.

• Ability to work in a fast-paced environment and prioritize multiple tasks and deadlines.

• Strong attention to detail and ability to maintain accurate records and reports.

• Ability to travel as needed to support business requirements.

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