Account Executive

GitLab; United States; Remote; USD 100,000 - 150,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock_P

Growth and Development Fund

Parental Leave

Job summary

GitLab, ведущая платформа DevSecOps, ищет Senior Account Executive, который станет основным звеном между GitLab и нашими коммерческими и корпоративными клиентами до 4000 сотрудников, управляя широким портфелем сделок и помогая им внедрить и развить AI‑платформу.

Вы будете руководить полным циклом продаж: от обнаружения до переговоров и закрытия сделки, документируя критерии покупки и процессы, формируя воронку на основе доказательств и делясь инсайтами по победам и поражениям.

Qualifications

• Успешный опыт продаж ПО в отрасли Enterprise.
• Умение вести клиента через весь цикл покупки, от критериев до закрытия.
• Эффективная коммуникация и навыки взаимодействия с командами.
• Опыт документирования и поддержания данных по продажам и планов аккаунтов.
• Навыки анализа выигранных/проигранных сделок и извлечения инсайтов.
• Умение вести переговоры и закрывать сделки с клиентами.
• Заинтересованность в GitLab, OSS, знание Git/инструментов разработки приветствуется.
• Готовность к командировкам в рамках политики компании.

Responsibilities

• Ведёте полный цикл продаж для Commercial & Enterprise клиентов, включаяDiscovery, согласование решений, переговоры и закрытие.
• Обеспечиваете точную воронку продаж, документируя критерии покупки и процессы, а также делитесь уроками по победам и поражениям.
• Собираете и поддерживаете данные по сделкам и планам по аккаунтам на основе доказательств, сотрудничаете с командами маркетинга, BD и техническими специалистами.
• Обеспечиваете лидерство по пред- и пост‑продажам и отражаете голос клиента в GitLab через обратную связь и идеи.

Skills

Software sales

Full buying journey

Communication

Pipeline management

Win/Loss analysis

Negotiation

GitLab affinity

Willingness to travel

Job description

Описание

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. Aa Senior Account Executive, you’ll be the primary connection between GitLab and our Commercial & Enterprise customers, working with organizations of up to 4,000 team members to help them adopt and expand the world’s most comprehensive AI-powered DevSecOps platform. You’ll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to an Area Sales Manager and partnering closely with business development, marketing, and technical teams, you’ll run the full sales process: shaping the customer’s journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses. In your first year, you’ll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

Задачи

Report to an Regional Sales Director and own a broad book of Commercial & Enterprise business, from new prospects to growing existing accounts. Manage the full sales cycle for Commercial & Enterprise prospects, from discovery and solution alignment through negotiation and close. Support GitLab for Commercial & Enterprise prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes. Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Требования

• Proven success in software sales, ideally in a Enterprise market context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab’s values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.

Условия

The Commercial & Enterprise Sales team focuses on helping growing organizations adopt and expand GitLab’s AI-powered DevSecOps platform across their software delivery lifecycle. You’ll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment. We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab. We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

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.

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Equal Opportunity Employment

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.