Strategic Account Executive, France

GitLab; Ireland; Remote; EUR 90,000 - 140,000; Full time

Benefits offered by this job

Benefits package

Flexible PTO

ERGs

Equity & ESPP

Development fund

Parental leave

Home office stipend

Job summary

GitLab is seeking a Strategic Account Executive to manage a portfolio of large enterprise accounts in France, with a fully remote, asynchronous team. You will drive new logos and expand existing customers by aligning their priorities with GitLab’s AI-powered DevSecOps platform.

You’ll lead multi-stakeholder sales cycles, build focused account plans, and coordinate with Solutions Architects, Customer Success, and channel partners to win and expand opportunities across your territory.

Qualifications

• Experience managing large strategic or enterprise accounts.
• Background selling software or developer tools to senior stakeholders.
• Ability to develop structured account plans and manage pipeline.

Responsibilities

• Own strategic and enterprise accounts in France, driving new logo acquisition and expansion.
• Lead multi-stakeholder sales cycles from prospecting through close.
• Develop and execute focused account plans linking customer priorities to GitLab's platform.
• Collaborate with Solutions Architects, CS, Support, and Channel partners for evaluations and rollouts.
• Partner with channel partners to plan joint territory activities and campaigns.
• Represent the voice of the customer to product and GTM teams via feedback channels.
• Maintain accurate activity, pipeline, and forecast data for reviews.
• Work with Marketing on account-based and regional campaigns.

Skills

Enterprise accounts

Software sales

Account planning

Pipeline management

Cross-functional coordination

Communication skills

GitLab familiarity

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.

An Overview Of This Role

As a Strategic Account Executive, you'll own a portfolio of strategic and large enterprise customers and prospects in France, helping them realize the full value of GitLab's AI-powered DevSecOps platform.

You'll solve real business problems for senior stakeholders by breaking into net new enterprise accounts and expanding adoption within existing customers, using a consultative sales approach to connect their priorities with GitLab's DevSecOps and AI capabilities.

You'll lead full-cycle, complex deals, collaborate closely with pre- and post-sales teams and strategic channel partners, and act as the voice of your customers by sharing their feedback and product ideas through GitLab's public issue tracker.

In your first year, you'll be expected to build and execute focused account plans, establish a healthy, qualified pipeline, and drive successful evaluations and rollouts that set the foundation for long-term growth across your territory.

What You’ll Do

• Own a portfolio of strategic and large enterprise accounts in France, driving both new customer acquisition and expansion within existing customers.
• Lead complex, multi-stakeholder sales cycles from prospecting and qualification through evaluation, negotiation, and close using a consultative approach.
• Develop and execute focused account plans that connect customer priorities with GitLab’s AI-powered DevSecOps platform and GitLab Duo capabilities.
• Collaborate with Solutions Architects, Customer Success, Support, and Channel partners to run successful evaluations, rollouts, and long-term adoption of GitLab.
• Partner with strategic channel partners to plan and execute joint territory activities, co-selling motions, and campaigns that build and progress qualified pipeline.
• Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal product and go-to-market teams.
• Maintain accurate activity, pipeline, and forecast data, and contribute to win/loss reviews to continuously improve sales execution and territory strategy.
• Work with Marketing to shape and support account-based and regional campaigns tailored to priority accounts and key buying centers in your territory.

What you’ll bring

• Experience managing and growing large, complex strategic or enterprise accounts, including both new logo acquisition and expansion of existing customers.
• Background selling software, developer tools, or related technology solutions to senior business and technical stakeholders in enterprise organisations.
• Skill in building and executing structured account plans, managing pipeline and forecast data, and coordinating cross-functional resources across pre-sales, post-sales, support, and channel partners.
• Ability to run full-cycle, multi-stakeholder sales processes using a consultative approach, from prospecting and qualification through evaluation, negotiation, and close.
• Effective communication and presentation skills, with the ability to translate customer needs into clear input for product, marketing, and technical teams.
• Familiarity with Git, software development tools, or application lifecycle management, and interest in learning GitLab’s DevSecOps and AI-powered platform.
• Alignment with GitLab’s values, including transparency, collaboration, and inclusion, with openness to bringing transferable experience from different industries or backgrounds.

About The Team

You’ll join a regional Strategic Sales team that focuses on GitLab’s largest and most complex customers in the France. You’ll work closely with Solutions Architects, Customer Success, Support, and channel partners in a fully remote, asynchronous environment, using GitLab itself to plan, track, and document work across regions. We’re focused on helping enterprise customers standardize on GitLab at scale, navigate complex buying centers, and build long‑term partnerships that align GitLab’s roadmap with customers’ business and technology goals.

How GitLab Will Support You

• 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
• 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.

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.

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