Major Account Executive - GitLab

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.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued.

Role Overview

As a Major Account Executive, you will own a portfolio of our largest and most strategic customers and prospects in Germany, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll break into net new enterprise accounts and expand GitLab’s footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion of GitLab.

You’ll work closely with pre- and post-sales teams and strategic channel partners to drive full-cycle sales, from prospecting and qualification through rollout, usage, and long-term growth, while acting as the voice of your customers by feeding their feedback and product ideas into GitLab’s public issue tracker.

Responsibilities

• Manage and support GitLab’s major enterprise accounts in Germany.
• Manage the end-to-end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.
• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build strategic, long-term partnerships.
• Develop a deep understanding of customer performance metrics, business strategies, and goals to build proactive account plans.
• Expand knowledge of industry dynamics as well as the competitive posture of the company.
• Contribute to root cause analysis on wins and losses, communicating lessons learned across sales, marketing, and technical teams.
• Provide account leadership and direction in the pre- and post-sales process.
• Conduct sales activities including prospecting and developing opportunities within major accounts.
• Ensure successful rollout and adoption of GitLab products through strong account management activities and coordination with technical and support resources.
• Utilize a consultative approach to discuss business issues with prospects, developing formal quotes, written sales proposals, and presentations addressing their business needs.

Requirements

• Proven experience selling into highly complex enterprise organizations.
• Demonstrated consistent results and track record of overachievement of sales quota.
• Excellent communication and presentation skills, comfortable presenting to C-level executives.
• Demonstrated experience with solution selling and positioning value based on customer needs.
• Deep understanding of Git, software development tools, and Application Lifecycle Management (ALM).
• Shared commitment to GitLab's core values and culture.
• Ability to use GitLab effectively in daily workflows.
• Willingness to travel as needed in compliance with company policy.

Benefits & Support

• Comprehensive health, financial, and well-being benefits
• Flexible Paid Time Off (PTO)
• Equity compensation and Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Generous parental leave policies
• Team Member Resource Groups (TMRGs)