Remote Balkans Account Executive — AI DevSecOps sales

GitLab Inc.; Ireland; Hybrid; EUR 70,000 - 120,000; Full time

Job summary

GitLab is seeking an Account Executive covering The Balkans to be the primary link between GitLab and customers, working with organizations of up to 4,000 team members to adopt and expand our AI-powered DevSecOps platform.

You’ll manage a broad book—from new prospects to growing accounts—and own the full sales cycle, from discovery to close, while collaborating with regional leadership, BD, marketing, and technical teams to align GitLab’s value to customer outcomes.

Qualifications

• Proven success in software sales, ideally in a Commercial market context.
• Ability to guide customers through the full buying journey, including defining buying criteria and processes.
• Effective communication and interpersonal skills to collaborate with BD, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence.
• Skill in win/loss analyses and sharing insights to improve team performance.
• Proficiency in negotiation and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and familiarity with Git/ALM.

Responsibilities

• Report to Regional Sales leadership and own a broad book of business in The Balkans.
• Manage the full sales cycle from discovery and solution alignment through negotiation and close.
• Articulate GitLab's DevSecOps value and align it to customer outcomes.
• Analyze wins/losses and share root-cause insights with teams.
• Document buying criteria and processes to ensure a reliable pipeline.
• Contribute to improving sales handbook and processes with best practices.

Skills

Software sales

Full sales cycle

Negotiation

Pipeline management

Cross-functional collaboration

Customer empathy

GitLab/open source familiarity

Travel readiness

Job description

GitLab is seeking an Account Executive covering The Balkans to be the primary link between GitLab and customers, working with organizations of up to 4,000 team members to adopt and expand our AI-powered DevSecOps platform.

You’ll manage a broad book—from new prospects to growing accounts—and own the full sales cycle, from discovery to close, while collaborating with regional leadership, BD, marketing, and technical teams to align GitLab’s value to customer outcomes.