Major Account Executive, Financial Services - US East

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.

Location

New York, New Jersey, Connecticut, or Massachusetts (Remote, US East)

Overview

As a Major Account Executive on our Financial Services (FINS) Enterprise team, you'll help large, regulated organizations adopt, implement, and expand their use of GitLab’s AI-powered DevSecOps platform. You’ll focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernization.

In this role, you'll act as a key connector between customer stakeholders and GitLab’s field organization so GitLab is seen as a trusted, long-term partner before, during, and after the sale. In your first year, you’ll be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion.

What You'll Do

• 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 pre-sales and post-sales processes to ensure customers realize value from GitLab’s platform.
• Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies driving adoption, expansion, and retention.
• Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement.
• Ensure successful rollout and ongoing adoption through proactive account management, regular business reviews, and clear alignment on customer outcomes.
• Prepare and deliver accurate activity and forecast reports, contributing to root cause analysis on wins and losses.
• Act as the voice of the customer by sharing feedback and product ideas, using a consultative approach to create proposals, quotes, and presentations.

What You'll Bring

• Proven experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.
• Track record of success selling into large, strategic financial services or regulated enterprise organizations, with the ability to build trusted relationships with C-level stakeholders.
• High degree of account management capability, working under minimal supervision on complex opportunities.
• Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions.
• Experience collaborating with strategic channel partners to co-sell and support customer adoption.
• Excellent negotiation, presentation, closing, and communication skills.
• Experience with Git, application lifecycle management, or security/application security tools is preferred.
• Alignment with GitLab values and willingness to travel as needed per company policy.

About the Team

The Enterprise Sales team drives growth, adoption, and long-term value for GitLab's DevSecOps platform with our largest customers. As part of the FINS Enterprise team, you will be in a distributed, all-remote team working asynchronously across regions alongside sales engineering, marketing, and customer success.

Compensation & Benefits

• Base Salary Range: $114,800 — $186,600 USD (Sales roles are eligible for incentive pay targeted at up to 100% of base salary)
• Benefits to support health, finances, and well-being
• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups