Strategic Account Executive - GitLab

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. Over 50 million registered users and more than 50% of the Fortune 100 trust GitLab.

Our team embraces AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. We foster a high-performance culture driven by our values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

An overview of this role

As a Strategic Account Executive, you will own a portfolio of our largest, 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 Strategic account(s)
• 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 a strategic, long-term partnership with your customers.
• Possess a deep understanding of the customer, including their performance metrics, and develop plans in anticipation of the customer’s business strategies and goals.
• Expand knowledge of the industry as well as the competitive posture of the company.
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Provide account leadership and direction in the pre- and post-sales process.
• Conduct sales activities including prospecting and developing opportunities in Strategic accounts.
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources.
• Utilize a consultative approach, discuss business issues with prospects, and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.
• Develop an account plan to sell to customers based on their business needs.

Requirements

• Experience selling into highly complex organizations.
• Demonstrated consistent results and overachievement of quota.
• Excellent communication and presentation skills; comfortable presenting to C-Level executives.
• Experience with solutions selling and positioning value to customers based on their needs.
• Deep understanding of Git, Software Development Tools, Application Lifecycle Management.
• You share our values, and work in accordance with those values.
• Ability to use GitLab.
• Ability to travel if needed and comply with the company’s travel policy.

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. Our policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex, national origin, age, citizenship, marital status, mental or physical disability, genetic information, discharge status from the military, protected veteran status, or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.