Strategic Account Executive

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

An Overview of This Role

You will act as a primary point of contact and the face of GitLab for our Enterprise prospects and customers within the North and Pacific Northwest regions of the US.

What You’ll Do  

• Drive strategic growth by leading GitLab's enterprise accounts, serving as a trusted technology advisor to industry leaders
• Orchestrate winning sales strategies by bringing together elite teams of Solutions Architects, Customer Success experts, and technical specialists to deliver transformative solutions
• Shape the future of software development by crafting innovative solutions that align with customers' long-term vision and business objectives
• Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories to become their indispensable technology ally
• Stay at the forefront of industry evolution by developing expertise in emerging trends and competitive dynamics
• Champion continuous improvement by conducting sophisticated win/loss analyses and sharing strategic insights across the organization
• Foster organizational excellence by collaborating with cross-functional teams to refine our go-to-market approach
• Lead end-to-end customer journeys from initial discovery through successful implementation, ensuring exceptional customer experiences
• Unlock new growth opportunities within major accounts through strategic prospecting and relationship development
• Accelerate customer success by orchestrating smooth product adoption and leveraging GitLab's full spectrum of technical resources
• Transform business challenges into opportunities by developing tailored solutions and compelling proposals that demonstrate clear value
• Design and execute strategic account plans that align GitLab's capabilities with customers' most critical business imperatives

What You’ll Bring 

• Experience selling into highly complex organizations
• Demonstrated consistent results and overachievement of quota
• Excellent communication and presentation skills; comfortable presenting to C-Level executives.
• Experience with solutions selling and positioning value to customers based on their needs.
• Deep understanding of with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

About the team

The Enterprise Sales department is part of GitLab Sales and includes both Large and Public Sector sales teams. The sales field in Enterprise is made up of Major and Strategic Account Executives (MAEs and SAEs) who collaborate closely with their deal team (Inside Sales, Customer Success, Sales Development, Channel & Alliances and more) and work across functions to deliver maximum value to strategic and large prospects and customers throughout their entire journey with GitLab. When thinking about 'what good looks like' in this department, refer to your job family, the field competencies, and our GitLab values.

Enterprise Sales Handbook

Hiring Process

• Recruiter Phone Screen

• Initial Screen with Hiring Manager

• Team Interviews

• Meet with a peer AE

• Meet with a cross-functional partner

• Deep dive conversation with Hiring Manager

• Mock Call with Managers on the Team

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off 
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave 
• Home office support

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.

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

Remote-Global

The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.

California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range

$98,500—$174,000 USD

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.  

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.