Strategic Account Executive - Brazil

Higlobe, Inc.; Brasil; Remote; BRL 180,000 - 280,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation

Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Strategic Account Executive to expand our Brazil presence by building trusted relationships with senior leaders at large organizations and guiding them through complex platform decisions. You’ll connect customer business needs with our AI-powered DevSecOps platform, helping teams adopt GitLab across the organization with measurable outcomes.

You’ll collaborate with pre-sales, post-sales, partner, marketing, and product teams to develop account plans, generate opportunities,

Qualifications

• 5+ years of experience selling into large organizations with complex enterprise sales cycles.
• Ability to build executive-level customer relationships and drive ownership.
• Expertise in consultative selling, shaping proposals and quotes.
• Strong negotiation, presentation and closing skills.
• Comfort working independently on complex projects with cross-functional teams.
• Fluency in English and Portuguese for customer-facing and internal communication.
• Familiarity with GitLab or related tools.
• Alignment with GitLab’s values and transferable enterprise software experience.

Responsibilities

• Lead strategic account activity for large prospects and customers across Brazil, guiding pre- and post-sales engagements.
• Develop opportunities within enterprise accounts through prospecting and relationship building.
• Create account plans and customer proposals connecting GitLab capabilities to business priorities.
• Coordinate with cross-functional teams to support product rollout and adoption.
• Generate qualified pipeline with channel partners and support new customer development.
• Provide customer feedback and inform product ideas via public issue tracker.
• Prepare activity and forecast reports and analyze wins/losses for improvement.
• Collaborate with marketing, product, and technical teams to communicate customer needs.

Skills

Enterprise sales

Executive relationships

Consultative selling

Negotiation

Independent work

English proficiency

Portuguese proficiency

GitLab familiarity

Tools

Git

ALM tools

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As an Strategic Account Executive, you’ll help expand GitLab’s presence across Brazil by building trusted relationships with senior leaders at large organizations and guiding them through complex platform decisions. You’ll use a consultative sales approach to connect customer business needs with our AI-powered DevSecOps platform, helping teams improve developer productivity, reduce security and compliance risk, and move software delivery forward with more confidence. In this role, you’ll support strategic accounts across the full customer journey, from early conversations through adoption, while helping us position GitLab as a leading DevSecOps partner in the Brazilian market.

You’ll work across pre-sales, post-sales, partner, marketing, and support teams, and we’ll rely on you to bring strong account leadership, customer outcomes, and clear communication in English and Portuguese. Over your first year, your impact will come from building account plans for large organizations, developing new opportunities, and helping customers successfully adopt GitLab in ways that align to their business goals.

What you’ll do

• Lead strategic account activity for large prospects and customers across Brazil, providing direction throughout pre-sales and post-sales engagements.

• Develop opportunities within enterprise accounts through prospecting, relationship building, and a consultative understanding of customer business needs.

• Create account plans and customer proposals that clearly connect GitLab capabilities to organizational priorities and transformation goals.

• Coordinate with pre-sales, post-sales, and support teams to support successful product rollout and customer adoption.

• Generate qualified pipeline in partnership with strategic channel partners and support new customer development efforts.

• Contribute customer feedback and product ideas to GitLab’s public issue tracker to represent the voice of the customer.

• Prepare activity and forecast reports, and help analyze wins and losses to improve future sales execution.

• Collaborate with marketing, account teams, product managers, and technical teams to share lessons learned and communicate customer needs clearly.

What you’ll bring

• 5+ years experience selling into large organizations and navigating complex enterprise sales cycles with multiple stakeholders.

• Ability to build and manage executive-level customer relationships with a high degree of ownership and follow-through.

• Skill in consultative selling, including shaping proposals, presentations, and formal quotes around customer business needs.

• Strength in negotiation, presentation, and closing conversations in a clear and effective way.

• Comfort working independently on complex projects while coordinating with cross-functional teams.

• Fluency in English and Portuguese for customer-facing and internal communication.

• Familiarity with GitLab or related tools, including Git, software development tools, application lifecycle management, or security and application security tools.

• Alignment with GitLab’s values, with openness to transferable experience from adjacent technical or enterprise software environments.

About the team

The team focuses on growing GitLab’s enterprise business by helping large organizations adopt a single platform for software delivery, security, and collaboration. This role works closely with cross-functional partners across sales, solutions, support, marketing, and product, and contributes to an asynchronous, distributed way of working that values transparency, accountability, and shared customer insight. The team’s work sits at the intersection of strategic growth and customer transformation, with a focus on helping enterprises evaluate, adopt, and expand their use of GitLab across complex environments.

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

You are welcome to consider opportunities from various experience levels; 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.

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.