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GitLab is seeking a Senior Account Executive to serve as the primary connection between GitLab and Commercial & Enterprise customers. You will own a broad book of business across a wide range of opportunity sizes, working with organizations up to 4,000 team members to help them adopt and expand GitLab's AI-powered DevSecOps platform.
In this role, you will manage the full sales cycle from discovery through close, guiding both small, fast-growing teams and complex projects as they modernize their software delivery. You'll report to a Regional Sales Director and partner closely with business development, marketing, and technical teams to run an efficient, transparent sales process.
Key responsibilities include:
- Owning a broad book of Commercial & Enterprise business, from new prospects to growing existing accounts
- Managing the full sales cycle, including discovery, solution alignment, negotiation, and close
- Articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes
- Analyzing wins and losses, conducting root cause analyses, and sharing lessons learned across teams
- Documenting and maintaining accurate pipeline data based on evidence rather than assumptions
- Contributing to improvements in sales processes and the sales handbook
- Providing account leadership across pre- and post-sales, partnering with technical teams and customer success
- Representing the voice of the customer by contributing product feedback to GitLab's public issue tracker
In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and contributing ideas to improve how GitLab sells and supports its platform.
Requirements:
- Proven success in software sales, ideally in an Enterprise market context, managing a varied book of business
- Ability to guide customers through the full buying journey, including defining buying criteria and mapping buying processes
- Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management
- Experience documenting and maintaining accurate pipeline data and account plans based on evidence
- Skill in conducting and contributing to win/loss and root cause analyses
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions
- Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management
- Alignment with GitLab's values and willingness to travel in line with company policy
