GitLab

Strategic Account Executive

GitLab

full-time

Posted on:

Location Type: Remote

Location: Poland

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About the role

  • Own a portfolio of strategic and enterprise accounts in South Germany, driving both net-new customer acquisition and expansion within existing customers.
  • Lead complex sales cycles from prospecting and qualification through negotiation and close, using a consultative approach grounded in customer business needs.
  • Develop and execute structured account plans that map customer priorities to GitLab’s DevSecOps and AI-powered platform capabilities.
  • Collaborate closely with pre-sales, customer success, support, and strategic channel partners to ensure successful evaluations, rollouts, and long-term adoption of GitLab.
  • Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal stakeholders.
  • Generate and nurture qualified pipeline through targeted outreach, joint activities with channel partners, and effective use of existing relationships.
  • Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to win/loss analysis to continuously improve sales execution.
  • Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory.

Requirements

  • Experience owning and growing large, complex accounts, including both new business development and expansion within existing customers.
  • Background selling into strategic or enterprise organizations, ideally within software, developer tools, or related technology environments.
  • Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing.
  • Demonstrated skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support.
  • Effective communicator who can translate customer needs into clear feedback for product, marketing, and technical teams.
  • Comfortable discussing business value with senior stakeholders and aligning solutions to customer goals and challenges.
  • Familiarity with Git, software development tools, or application lifecycle management, and ability to learn GitLab’s platform.
  • Alignment with GitLab’s values and openness to bringing transferable experience from different industries or backgrounds.
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
  • Home office support
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
account planningforecast managementconsultative sales processpipeline generationnegotiationcustomer acquisitionbusiness developmentsales executionwin/loss analysiscustomer success
Soft Skills
effective communicationcollaborationcustomer advocacystrategic thinkingrelationship buildingproblem solvingadaptabilitystakeholder managementconsultative approachcross-functional coordination