Strategic Account Executive - India

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.

As a Strategic Account Executive for our Mumbai territory, you'll drive GitLab's growth across large Banking, Financial Services and Insurance (BFSI) institutions, alongside leading enterprises and conglomerates headquartered in the city. It will be a blended territory of Enterprise and Conglomerates slightly more BFSI heavy. You'll help these organisations adopt, implement, and expand their use of our AI-powered DevSecOps platform, guiding them through modernisation and DevSecOps transformations while building a pipeline that translates into measurable Net ARR and long-term expansion.

What You'll Do

• Lead and grow GitLab's largest and most strategic BFSI, Enterprise, and Conglomerate prospects and customers in Mumbai, focusing on organisations that run mission-critical software delivery at scale.
• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close, including longer procurement, vendor risk, and security review processes.
• Provide hands-on account leadership throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform.
• Position GitLab against regulatory and compliance priorities (e.g., RBI, IRDAI, and SEBI guidelines), working with Solutions Architects and Security specialists on deployment options such as self-managed and GitLab Dedicated.
• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and strategic channel partners to generate qualified opportunities and co-sell.
• Develop and maintain detailed account plans for priority customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, compliance, platform, and business leaders.
• Tailor your approach to each segment: a compliance- and risk-led value story for BFSI, and a modernisation-, productivity-, and consolidation-led story for enterprises and conglomerates.
• Coordinate and facilitate the involvement of cross-functional GitLab team members (sales leadership, marketing, product, legal, support) to move opportunities forward.
• Prepare activity and forecast reports, contribute to pipeline reviews, and share root cause analysis from wins and losses.
• Act as the voice of the customer by contributing product ideas to our public issue tracker, and preparing sales documents addressing BFSI and enterprise challenges.

What You'll Bring

• Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions.
• A track record selling into BFSI institutions in India, with an understanding of their buying behaviour, evaluation cycles, vendor risk assessments, and procurement processes.
• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai.
• Strong understanding of modern software delivery, including CI/CD, secure development practices (DevSecOps, supply chain security), and cloud and infrastructure modernisation.
• Working familiarity with the regulatory and compliance landscape for Indian financial institutions (data residency, audit, security) and comfort discussing on-premises, private cloud, and hybrid deployment models.
• Proven ability to navigate and influence complex organisations, building trusted relationships with C-level stakeholders (CIOs, CTOs, CISOs, Heads of Engineering).
• Experience creating and executing account plans for priority accounts and working with system integrators/channel partners in the Indian market.
• Effective communication and interpersonal skills, with comfort leading customer presentations and executive-level conversations.
• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned with broader team goals, with flexibility for in-person customer meetings across Mumbai.

Example Projects

• Building and growing a territory plan for Mumbai balancing large BFSI institutions (banks, NBFCs, insurers, payments, fintech) with high-potential enterprises and conglomerates.
• Leading complex, multi-stakeholder sales cycles and partnering with Solutions Architects, Customer Success, and channel partners to position GitLab as a trusted platform.
• Helping BFSI customers consolidate fragmented toolchains and modernise legacy delivery pipelines while meeting regulatory, audit, and data-residency expectations.

About the Team

The Strategic Account Executive will join our enterprise sales team focused on driving GitLab adoption with large customers in India. Team members work in an all-remote, distributed environment and collaborate asynchronously across time zones with sales leadership, technical teams, marketing, and channel partners.

Benefits & Support

• Benefits supporting 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