Senior Account Executive

As a Senior Account Executive, you'll be the primary connection between GitLab and our Commercial & Enterprise customers, working with organizations of up to 4,000 team members to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform. You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to an Area Sales Manager and partnering closely with business development, marketing, and technical teams, you'll run the full sales process. The Commercial & Enterprise Sales team focuses on helping growing organizations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle.

Responsibilities

Report to a Regional Sales Director and own a broad book of Commercial & Enterprise business, from new prospects to growing existing accounts; Manage the full sales cycle for Commercial & Enterprise prospects, from discovery and solution alignment through negotiation and close; Support GitLab for Commercial & Enterprise prospects by clearly articulating the DevSecOps value proposition and aligning it to customer business outcomes; Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams; Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline; Contribute to improving the sales handbook and processes by documenting best practices and opportunities for refinement; Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success; Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker

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; Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds; Willingness to travel in line with company policy

Nice to have

Interest in GitLab; Interest in open source software; Familiarity with Git, software development tools, or application lifecycle management

Benefits

Benefits to support 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