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Salary: USD 114,800 - 186,600 / annual
GitLab is seeking a Major Account Executive for Financial Services to drive enterprise adoption of its AI-powered DevSecOps platform. You will serve as a trusted advisor to large, regulated financial services organizations, guiding them through complex DevSecOps and software delivery transformations. This role focuses on major enterprise prospects and customers across the US East region (New York, New Jersey, Connecticut, Massachusetts).
Key Responsibilities:
- Support 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 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
- 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 accurate activity and forecast reports, contribute to root cause analysis on wins and losses, and share lessons learned with internal teams
- Act as the voice of the customer by sharing feedback and product ideas; use consultative approach to create proposals and presentations linking GitLab solutions to customer business objectives
In your first year, you will 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.
Requirements:
- 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 ability to build trusted relationships with C-level and senior stakeholders across business and technical teams
- Ability to provide high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication
- Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions
- Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support customer adoption
- Excellent negotiation, presentation, and closing skills with effective written and verbal communication
- Preferred: experience with Git, software development tools, application lifecycle management, or security/application security tools
- Willingness to travel as needed per GitLab's travel policy
