Strategic Account Executive - India

GitLab is the intelligent orchestration platform for DevSecOps. As a Strategic Account Executive for the Mumbai territory, you will drive GitLab's growth across large Banking, Financial Services and Insurance (BFSI) institutions, alongside leading enterprises and conglomerates headquartered in the city. The role is a blended territory of Enterprise and Conglomerates, slightly more BFSI heavy. You will join the enterprise sales team focused on driving GitLab adoption with large customers in the India market. Team members work in an all-remote, distributed environment.

Responsibilities

Lead and grow GitLab's largest and most strategic BFSI, Enterprise, and Conglomerate prospects and customers in Mumbai; Drive the full enterprise sales cycle, from prospecting through close, including procurement, vendor risk, and security reviews; Provide hands-on account leadership throughout pre- and post-sales to ensure strong adoption of GitLab's AI-powered DevSecOps platform; Position GitLab against regulatory and compliance priorities (e.g., RBI, IRDAI, SEBI guidelines), working with Solutions Architects and Security specialists on deployment options such as self-managed and GitLab Dedicated; Partner with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and channel partners to generate opportunities, co-sell, and execute account strategies; Develop and maintain detailed account plans for priority customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement; Tailor approach to each segment with compliance- and risk-led value stories for BFSI and modernisation-, productivity-, and consolidation-led stories for enterprises and conglomerates; Coordinate cross-functional GitLab team members to progress opportunities and deliver an excellent customer experience; Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses; Act as the voice of the customer by contributing product ideas to the public issue tracker and preparing customer-facing and internal presentations, quotes, proposals, and formal sales documents

Requirements

Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions; A track record selling into BFSI institutions in India, with understanding of buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes; Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai; Strong understanding of modern software delivery, including CI/CD, secure development practices (DevSecOps, supply chain security), and cloud and infrastructure modernisation; Working familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency, audit, and security expectations, and comfort discussing on-premises, private cloud, and hybrid deployment models; Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders such as CIOs, CTOs, CISOs, heads of engineering, and technology risk and compliance leaders; Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management; Experience working with system integrators and channel partners to co-sell and deliver in the Indian market; Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations, and coordinating internal resources; Capacity to work autonomously and asynchronously in a fully remote environment, with flexibility to meet customers in person across Mumbai; Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses

Nice to have

Experience across both BFSI and large enterprises or conglomerates; Familiarity with forecasting, pipeline hygiene, and reporting

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