[Remote] Strategic Account Executive - San Francisco

Note: The job is a remote job and is open to candidates in USA. GitLab is hiring a Strategic Account Executive to help large, regulated organizations adopt, implement, and expand their use of its AI-powered DevSecOps platform. The role leads complex enterprise sales cycles and account strategies, coordinating with internal teams and partners to drive customer adoption, retention, and growth.

Responsibilities

• Support GitLab’s 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 your assigned accounts
• Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realize value from GitLab’s AI-powered DevSecOps platform
• Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention
• Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams
• Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes
• Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams
• Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab’s solutions to customer business objectives

Skills

• A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab
• 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 the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams
• Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment
• Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships
• Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption
• Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders
• You share our values and work in accordance with them, use GitLab in your daily work
• Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools

Benefits

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Company Overview