Strategic Account Executive, Poland

GitLab; Amsterdam; On-site; EUR 60,000 - 98,000; Full time

Job summary

GitLab is seeking a Strategic Account Executive for Poland to own a portfolio of strategic and enterprise accounts, driving net-new acquisition and expansion within a consultative, value-focused selling approach.

You will lead complex sales cycles, collaborate across pre-sales, customer success, and partners, and map customer priorities to GitLab’s DevSecOps and AI-powered platform, while traveling within Central Europe to engage key stakeholders.

Qualifications

• Experience owning and growing large, complex accounts.
• Background selling into strategic or enterprise organizations.
• Ability to run a consultative sales process from discovery to closing.
• Skill in account planning and forecast management.
• Clear communicator translating customer needs to internal teams.
• Comfort discussing business value with senior stakeholders.
• Familiarity with Git, software development tools, or CLM; learn GitLab’s platform.

Responsibilities

• Own a portfolio of strategic and enterprise accounts, driving net-new acquisition and expansion.
• Lead complex sales cycles from prospecting through negotiation and close.
• Develop and execute structured account plans mapping priorities to GitLab’s platform.
• Collaborate with pre-sales, customer success, support, and channel partners.
• Share customer feedback and product ideas via public issue tracker and internal teams.
• Generate and nurture qualified pipeline through outreach and partnerships.
• Maintain activity, pipeline, and forecast reports; contribute to win/loss analysis.
• Partner with Marketing to shape ABM and regional campaigns for pipeline growth.

Skills

Large accounts

Enterprise sales

Consultative selling

Forecasting

Stakeholder management

Cross-functional collaboration

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.

Strategic Account Executive, Poland

An overview of this role

As a Strategic Account Executive, you will own a portfolio of strategic and large customers and prospects in Poland, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll break into net new enterprise accounts and expand GitLab’s footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion of GitLab. You’ll work closely with pre- and post-sales teams and strategic channel partners to drive full-cycle sales, from prospecting and qualification through rollout, usage, and long-term growth, while acting as the voice of your customers by feeding their feedback and product ideas into GitLab’s public issue tracker.

What you’ll do

• Own a portfolio of strategic and enterprise accounts, driving both net-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.
• Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal stakeholders.
• 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 continuously improve sales execution.
• Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory.

What you’ll bring

• Experience owning and growing large, complex accounts, including both new business development and expansion within existing customers.
• Background selling into strategic or enterprise organizations, ideally within software, developer tools, or related technology environments.
• Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing.
• Demonstrated skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support.
• Effective communicator who can translate customer needs into clear feedback for product, marketing, and technical teams.
• Comfortable discussing business value with senior stakeholders and aligning solutions to customer goals and challenges.
• Familiarity with Git, software development tools, or application lifecycle management, and ability to learn GitLab’s platform.
• Alignment with GitLab’s values and openness to bringing transferable experience from different industries or backgrounds.

About the team

You’ll join a regional Strategic Sales team that focuses on our largest and most complex customers in Central Europe. We own a defined list of strategic prospect and existing accounts and collaborate closely with Solutions Architects, Customer Success, Support, and Channel partners to drive both new customer acquisition and expansion of GitLab’s footprint. Our Strategic Sales team spend a lot of time collaborating and meeting with customers, so travel will be expected. We are focused on helping enterprise customers adopt the GitLab DevSecOps platform at scale, navigating complex buying centers, and shaping long-term partnerships that support customers’ business and technology goals.