Major Account Executive (France)

GitLab; Paris; On-site; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Equity compensation

Employee Stock Purchase Plan

Generous paid time off

Flexible schedule

Job summary

GitLab is seeking an experienced enterprise account leader to own a portfolio of strategic customers and drive growth through consultative, value-driven engagements. You will manage complex sales cycles and collaborate with cross-functional teams to map customer priorities to the GitLab DevSecOps platform.

You will develop account plans, nurture pipeline, and work with marketing and partners to expand adoption across your territory.

Qualifications

• Experience with account planning for strategic/enterprise customers.
• Ability to manage and forecast pipeline across multiple deals and stages.
• Proven consultative sales approach addressing business value.
• Ability to coordinate with pre-sales, CSM, support, and partners.

Responsibilities

• Own a portfolio of strategic and enterprise accounts, driving new customer acquisition and expansion within existing customers.
• Lead complex sales cycles from prospecting through negotiation and close, using a consultative approach grounded in customer business needs.
• Develop and execute structured account plans mapping priorities to GitLab's platform capabilities.
• Collaborate with pre-sales, customer success, support, and strategic channel partners to ensure successful evaluations and adoption.

Skills

Account planning

Forecast management

Consultative sales

Cross-functional collaboration

Tools

CRM software

GitLab knowledge

Job description

• Own a portfolio of strategic and enterprise accounts, driving both 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
• 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 improve sales execution
• Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory

Benefits

• We offer benefits to manage your health, wealth, and well-being regardless of location
• Flexibility in schedule to be there for life's important moments
• Equity compensation & Employee Stock Purchase Plan offered
• Generous Paid Time Off

Skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and supportAbility to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closingFamiliarity with Git, software development tools, or application lifecycle management, and the ability to learn GitLab's platformExperience within software, developer tools, or related technology environments is helpful but not requiredExperience owning and growing large, complex accounts within strategic or enterprise organizations, including both new business development and expansion within existing customersAbility to translate customer needs into clear feedback for product, marketing, and technical teamsAbility to discuss business value with senior stakeholders and align solutions to customer goals and challenges