GitLab

Account Executive

• Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts.
• Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• Support GitLab for prospects by clearly articulating our 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 our 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 our public issue tracker.

Commercial Account Executive

AI Engineer

• Diagnose business problems before building solutions
• Own AI initiatives end-to-end, from stakeholder discovery and technical design through implementation, deployment, and iteration
• Design, develop, and ship AI-powered solutions quickly
• Improve organizational flow by building solutions that reduce bottlenecks, shorten lead times, and increase throughput
• Integrate AI capabilities into existing systems and workflows using APIs, orchestration tools, and modern AI platforms
• Be Customer Zero: leverage and showcase GitLab's AI offerings wherever possible
• Partner closely with stakeholders across functions to understand the real constraints
• Define and track success through business metrics, flow metrics, and feedback loops that make performance visible and actionable
• Contribute to technical direction by evaluating tools, documenting patterns, and creating reusable foundations

Senior AI Engineer

Customer Success Manager

• Build and maintain a trusted advisor relationship with each assigned customer, focusing on adoption, measurable outcomes, and long-term satisfaction with GitLab.
• Assist customers with expert deployment guidance, operational best practices, and establishing a GitLab Center of Excellence within their organization.
• Lead and participate in workshops to help customers understand and use the full value of the GitLab solution across their software development lifecycle.
• Measure and monitor customers’ progress against critical and key performance indicators, and share insights with GitLab account stakeholders and customer sponsors and executives.
• Translate customer product usage data into clear, actionable recommendations that drive adoption and expansion of GitLab within customer environments.
• Establish and manage regular touchpoints with customers in line with service level agreements to review strategic and technical objectives and adjust plans as needed.
• Collaborate closely with Product Management, Engineering, Sales, and Professional Services to streamline issue resolution, share customer feedback, and align on customer success plans.

Backend Engineer

• Implement complex features in dependency scanning and container scanning, shipping improvements that increase scan coverage, improve accuracy, and drive adoption of GitLab's SCA capabilities
• Solve novel technical problems in SCA, establishing reusable patterns that reduce delivery time and improve engineering effectiveness across the team
• Guide architectural and implementation decisions in collaboration with engineering managers, product managers, and peer engineers to improve scalability, reliability, and delivery outcomes across the team's SCA architecture
• Contribute code, design reviews, and technical mentorship that raise quality standards, improve maintainability, and strengthen performance across the codebase
• Collaborate across GitLab's security domain to align SCA work with related efforts in vulnerability management and adjacent product areas, accelerating delivery of shared roadmap goals and improving coordination across related security efforts
• Identify and resolve technical debt, prioritizing changes that improve team velocity, code health, and long-term maintainability across the team's core SCA services
• Translate product needs and customer feedback into technical solutions in partnership with product, UX, and security stakeholders, delivering features that address high-impact customer risks and advance shared roadmap goals

Staff Backend Engineer – Composition Analysis

Artificial Intelligence

• Shape your function's AI strategy and build the solutions that deliver it.
• Manage the full lifecycle: understanding how work flows today, prioritising what gets built.
• Prototype solutions, configure agents, and prove what's possible before pulling in engineering support.

AI Transformation Owner, Marketing

Human Resources

• Serve as the architect of the performance management and talent planning redesign initiative
• Partner with People Technology to translate that vision into scalable technology execution
• Lead project management of initiative
• Build feedback loops that give team members regular visibility into their progress
• Design and deliver enablement that drives adoption
• Consult and partner with People Business Partners, Division leaders, and DIB partners
• Build succession planning and talent identification frameworks
• Partner with People Analytics to design and deliver dashboards
• Drive operational discipline by clarifying ownership and documenting processes

Lead Talent Management Partner

Manager

• Draft and negotiate a wide range of agreements, including services, consulting, marketing, licensing, non-disclosure, data privacy, and other commercial and technology-related contracts with GitLab’s customers.
• Engage on top-priority and complex agreements connected to large-value transactions, with a focus on practical risk assessment and timely execution.
• Partner with Sales team members and leadership as a trusted advisor on contract terms, negotiation strategy, and issue resolution.
• Collaborate with Legal team members to develop and improve standardized forms, contracting processes, and supporting procedures.
• Participate in conversations with outside counsel related to policy creation and enforcement.
• Create and deliver training materials and enablement sessions for Sales team members.
• Maintain and update playbooks and related documentation by adding feedback, guidance, and process improvements.
• Input completed agreements into the contract management system and capture key contractual terms accurately.

Senior Contracts Manager

Security Engineer

• Set the long-term strategy and operating model for Product Security across GitLab.com, GitLab Dedicated, and self-managed offerings
• Lead a global, multi-disciplinary organization spanning:
• Application Security
• Product Security Engineering / security tooling
• Security Architecture and Platforms
• Vulnerability Management
• Product Security Incident Response (PSIRT)
• Infrastructure, Cloud, and Data Security
• Partner with the Chief Technology Officer, Chief Product Officer, Chief Information Security Officer, Vice President of AI Engineering, and other R&D leaders to embed security into product architecture, planning, and delivery
• Own the roadmap for core security services and developer-facing platform capabilities, including authentication, authorization, secrets management, auditability, and security APIs
• Drive secure design reviews, threat modeling, and risk-based security practices that help product teams ship securely without adding unnecessary friction
• Guide GitLab's approach to AI and agentic security, including security architecture, governance decisions, and risk acceptance for new AI surfaces
• Oversee vulnerability management, product security incident response, and bug bounty operations, using trends and root-cause analysis to inform durable product and process improvements
• Establish clear security metrics, planning inputs, and risk visibility that support executive decision-making, customer conversations, and engineering prioritization

VP of Product Security

Technical Customer Success

• Engage with customers via Zoom calls and email as a technical consultant during the post-sales journey, providing product, solution, and best-practice guidance.
• Partner with Customer Success Managers to go deep on GitLab use case implementation (for example: source code management, continuous integration, continuous delivery, DevSecOps, and Agile Planning).
• Deliver practical, customer-specific enablement through webinars, hands-on labs, office hours, and on-demand engagements in a pooled support model (not dedicated to a single account)
• Provide technical and architectural guidance that helps customers adopt GitLab capabilities and connect technical decisions to the outcomes they care about.
• Align with Account Executives and Renewals Managers to share customer-facing subject matter expertise that supports customer business objectives
• Develop and deliver workshops, demos, and other reusable enablement content in collaboration with cross-functional partners.
• Build and maintain specialty competency in one or more technologies aligned to GitLab's market focus through training, certification, and creating working examples for internal and customer use.
• Contribute to customer-facing learning resources, including GitLab documentation, YouTube content, and enablement programs such as the Digital Journey.

Customer Success Engineer

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region
• Take ownership of and act as the CEO for the book of business in your territory:
• Document the buying criteria & process, next steps & owners
• Build a strong pipeline through a healthy cadence of prospecting activity
• Prospect and close new business to expand your territory
• Ensure adoption of our solutions and do your best to avoid churn and contraction
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers
• Create an accurate forecast for each quarter against your plan/budget
• Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

Commercial Account Executive, Named

• Manage and support GitLab Industry ENT accounts
• Develop account plans to sell to focus customers based on their business needs
• Utilize a consultative approach with value selling up to customer ROI and Business Case approach
• Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel
• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers
• Conduct sales activities including prospecting and developing opportunities in Strategic accounts, create future project pipeline with individual outreach activities
• Lead the BDR activities to your accounts with dedicated customer approach and outreach activities to create future PipeGen
• Discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs
• Contribute to root cause analysis on wins/losses
• Expand knowledge of industry as well as the competitive posture of the company
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Provide account leadership and direction in the pre- and post-sales process
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources

Strategic Account Executive, Ent Industry

Business Development Rep

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets by consistently converting qualified prospects into opportunities.
• Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies.
• Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach.io to maximize engagement and conversion rates.
• Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast.
• Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies, and attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs).
• Document and continuously improve Business Development Representative processes in the GitLab handbook, in partnership with your Business Development Manager, and mentor new BDR hires to help them ramp quickly and navigate key accounts.

Business Development Representative, Polish Speaking

Senior Customer Success Manager, DACH

• Partner with customers to turn pre-sales command plans into actionable objectives
• Guide customers on effective use of the GitLab platform
• Own a portfolio of customers and advance adoption, retention, expansion
• Build and maintain Customer Success Plans
• Act as the primary GitLab liaison for assigned accounts
• Provide hands-on onboarding and technical enablement
• Program manage account escalations
• Collaborate with Services and internal partners

Customer Success Architect

• Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.
• Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.
• Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs.
• Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals.
• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.
• Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint while delivering added value for customers.
• Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.