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GitLab is seeking a Strategic Account Executive to own a portfolio of strategic and large enterprise customers and prospects in France. You will drive both new customer acquisition and expansion within existing accounts, helping organizations maximize value from GitLab's AI-powered DevSecOps platform for software development, security, and operations.
In this role, you will lead complex, multi-stakeholder sales cycles from prospecting and qualification through negotiation and close, using a consultative approach grounded in understanding customer business needs. You'll develop and execute structured account plans that map customer priorities to GitLab's platform capabilities, and collaborate closely with pre-sales, customer success, support, and strategic channel partners throughout the customer journey.
Key responsibilities include:
- Owning a portfolio of strategic and enterprise accounts, driving new business and expansion
- Leading consultative sales processes from prospecting through closing
- Developing account plans that align customer priorities with GitLab's DevSecOps and AI capabilities
- Collaborating with Solutions Architects, Customer Success, Support, and channel partners
- Generating and nurturing qualified pipeline through targeted outreach and relationship leverage
- Maintaining accurate activity, pipeline, and forecast reporting; contributing to win/loss analysis
- Partnering with Marketing on account-based and regional campaigns
The Strategic Sales team focuses on Europe's largest and most complex customers. Travel is expected as the team spends significant time meeting with customers and navigating complex buying groups to build long-term partnerships.
REQUIREMENTS:
- Proven experience owning and growing large, complex accounts in strategic or enterprise organizations, including new business development and expansion within existing customers
- Ability to run a consultative sales process from prospecting and discovery through proposal, negotiation, and closing
- Skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support
- Ability to translate customer needs into clear feedback for product, marketing, and technical teams
- Ability to discuss business value with senior stakeholders and align solutions to customer goals and challenges
- Familiarity with Git, software development tools, or application lifecycle management, and ability to learn GitLab's platform
- Experience in software, developer tools, or related technology environments is helpful but not required
- Transferable experience from different industries or backgrounds is welcome
