Location: New York, New Jersey, Connecticut, MassachusettsAn overview of this roleAs a Major Account Executive on our FINS Enterprise team, you'll help large, regulated organizations adopt, implement, and expand their use of GitLab's AI-powered DevSecOps platform. You'll focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernization. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organization so GitLab is seen as a trusted, long-term partner before, during, and after the sale. In your first year, you'll be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion.
What you'll do- 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.
What you'll bring- 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.
- Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools.
- You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab's travel policy.
About the teamThe Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers. As a Major Account Executive on the FINS Enterprise team, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments.
Remote-Global
The base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$114,800-$186,600 USD
How GitLab Supports Full-Time Employees- 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
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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