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Salary: USD 114,800 - 186,600 / annual
GitLab is seeking a Strategic Account Executive for its Financial Services (FINS) Enterprise team to drive adoption and expansion of GitLab's AI-powered DevSecOps platform with large, regulated organizations across the US East region (New York, New Jersey, Connecticut, Massachusetts).
In this role, you will act as a trusted advisor to strategic enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations. You'll manage the full sales cycle for large, complex enterprises—from prospecting and qualifying through closing and post-sale adoption. Key responsibilities include:
• Support large strategic prospects and customers as a trusted advisor throughout their DevSecOps journey
• Drive full sales cycles in complex enterprises, including prospecting, qualifying, developing, and closing new opportunities
• Provide strong account leadership in pre-sales and post-sales to ensure customers realize value from GitLab's platform
• Coordinate with Solutions Architects, Customer Success, Support, and channel partners to design and execute account strategies
• Develop structured account plans based on customer business needs, including opportunity mapping and multi-threaded stakeholder engagement
• Ensure successful rollout and ongoing adoption through proactive account management, business reviews, and outcome alignment
• Prepare accurate activity and forecast reports; contribute to win/loss analysis and share lessons learned
• Act as the voice of the customer, sharing feedback and product ideas; use consultative approaches to create proposals and presentations
You'll work as part of a distributed, all-remote Enterprise Sales team focused on GitLab's largest and most strategic customers. The role emphasizes transparency, collaboration, and a consultative approach, with support through shared account planning and regular deal reviews.
REQUIREMENTS:
• Proven experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions
• Demonstrated 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 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 and support customer adoption
• Excellent negotiation, presentation, and closing skills with strong 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
• Alignment with GitLab's values and daily use of GitLab in your work
