Commercial Account Executive - DACH

GitLab; Deutschland; On-site; USD 90,000 - 160,000; Full time

Job summary

GitLab is seeking an Enterprise Account Executive to be the primary link between GitLab and mid-market customers, helping teams up to 4,000 members adopt and expand the platform. You will own a broad Enterprise book, manage full sales cycles from discovery to close, and partner with BD, marketing, and technical teams to drive measurable business outcomes.

Reporting to an Area Sales Manager, you will collaborate across teams, build a data-driven pipeline, and contribute insights from wins and

Qualifications

• Proven success in software sales, ideally in an Enterprise market.
• Guide customers through the full buying journey, defining criteria and processes.
• Effective communication with cross-functional teams and stakeholders.
• Experience maintaining pipeline data and account plans with evidence-based insights.
• Skilled in win/loss analysis and sharing actionable feedback to improve teams.
• Strong negotiation and ability to close opportunities.
• Interest in GitLab, open source, and familiarity with Git/ALM tools.
• Willingness to travel per company policy and fluency in German.

Responsibilities

• Own a broad Enterprise book from new prospects to growing existing accounts.
• Manage the full sales cycle for Enterprise prospects from discovery to close.
• Articulate GitLab’s DevSecOps value and align it to customer outcomes.
• Analyze wins/losses and share root causes with teams across the org.
• Document buying criteria, processes, next steps, and owners for a reliable pipeline.
• Contribute to improving the sales handbook and processes with best practices.

Skills

Enterprise sales

Full cycle sales

Negotiation

Pipeline management

Stakeholder management

German fluency

Communication skills

Tools

Git

GitLab

Job description

Overview

As a Enterprise Account Executive, you’ll be the primary connection between GitLab and mid‑market 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 modernise 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 an 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.

What you’ll do

• Report to an Area Sales Manager and own a broad book of Enterprise business, from new prospects to growing existing accounts.
• Manage the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.
• Support GitLab for 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.

What you’ll bring

• Proven success in software sales, ideally in an 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.
• Fluent German language skills (required).

About The Team

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.

Benefits

• 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

EEO Statement

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.