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GitLab · 2 hours ago

Strategic Account Executive -San Francisco

United States

Full-time

Remote

Senior Level

$99K/yr - $174K/yr

GitLab is an open-core software company that develops an AI-powered DevSecOps Platform used by over 100,000 organizations. The Strategic Account Executive will help large organizations adopt and expand their use of GitLab’s platform by guiding them through complex transformations and acting as a key connector between customer stakeholders and GitLab's field organization.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Support GitLab’s strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey

Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts

Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realize value from GitLab’s AI-powered DevSecOps platform

Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention

Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams

Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes

Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams

Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab’s solutions to customer business objectives

Qualification

B2B software salesDevSecOps experienceAccount managementGitSoftware development toolsNegotiation skillsPresentation skillsVerbal communicationWritten communication

Required

A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab

Experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions

Proven success selling into large, strategic organizations, with the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams

Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment

Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships

Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption

Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders

You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab's travel policy