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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 of 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 and solution alignment through negotiation and close. You'll guide customers through their buying journey, define buying criteria, map buying processes, and drive clear next steps. You'll be responsible for maintaining accurate, evidence-based pipeline data and account plans, and will analyze wins and losses to contribute root-cause insights that improve team performance.
You'll report to a Regional Sales Director and partner closely with business development, marketing, technical teams, and customer success. Key responsibilities include articulating GitLab's DevSecOps value proposition aligned to customer business outcomes, documenting and maintaining accurate buying processes and owners, contributing to improvements in the sales handbook, providing account leadership across pre- and post-sales, and representing the voice of the customer by contributing product feedback to GitLab's public issue tracker.
The Commercial & Enterprise Sales team is distributed across regions and collaborates asynchronously to manage a broad book of business in the mid-market segment. You'll focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings to continuously improve how GitLab sells and supports its platform.
In your first year, the focus will be on building trusted relationships, delivering meaningful business outcomes for customers, and contributing ideas to improve processes and the sales handbook.
**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, mapping buying processes, and driving clear next steps
- 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 rather than assumptions
- Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities
- 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
- Candidates from diverse or transferable sales backgrounds are encouraged to apply
