Strategic Account Executive, Financial Services - US East

GitLab is the intelligent orchestration platform for DevSecOps, enabling 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.

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.

Location

Target area: New York, New Jersey, Connecticut, Massachusetts (Remote, US East)

An Overview of This Role

As a Strategic Account Executive on our 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 strategic 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. 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 assigned accounts.
• Provide strong account leadership and direction in 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.
• 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 activities, regular business reviews, and clear outcome alignment.
• Prepare and deliver accurate activity and forecast reports, contributing to root cause analysis on wins/losses and sharing lessons learned.
• Act as the voice of the customer by sharing feedback and product ideas while using a consultative approach to create proposals, quotes, and presentations.

What You'll Bring

• A genuine desire to see customers achieve meaningful outcomes and long-term value.
• 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.
• High degree of account management capability and autonomy working 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, and closing skills, with clear written and verbal communication.
• Preferred experience with Git, software development tools, application lifecycle management, or security/AppSec tools.
• Shared values, comfort using GitLab daily, and willingness to travel as needed following GitLab's policies.

About the Team

The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform. As a Strategic Account Executive on the FINS Enterprise team, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with sales engineering, marketing, and customer success teams.

Compensation & Benefits

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