Enterprise AI DevSecOps Major Account Executive

GitLab; Massachusetts; Remote; USD 115,000 - 187,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation & Employee Stock

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Major Account Executive to lead the sales cycle with large, regulated enterprises, guiding DevSecOps transformations across CI/CD, security, and modernization. You’ll serve as the main connector between customers and GitLab’s field teams to drive value and long-term partnerships.

Based on a distributed, all-remote team, you’ll build and manage a healthy enterprise pipeline, develop repeatable sales motions, and drive adoption with executive stakeholders.

Qualifications

• Experience driving complex B2B software sales cycles with large enterprises.
• Ability to build trusted relationships with C-level and senior stakeholders.
• Strong account management and clear communication across teams.
• Collaborate with strategic channel partners to co-sell and drive adoption.

Responsibilities

• Support large prospects and customers as a trusted advisor through their DevSecOps journey.
• Drive the full sales cycle in large enterprises, including prospecting and closing new opportunities.
• Provide account leadership in pre- and post-sales to ensure value realization.
• Coordinate with Solutions Architects, Customer Success, Support, and partners to design strategies.
• Develop structured account plans with stakeholder alignment and multi-threaded engagement.
• Ensure rollout and ongoing adoption through regular reviews and tracking customer outcomes.
• Deliver accurate activity and forecast reports and share learnings with teams.

Skills

B2B software sales

Enterprise relationships

Negotiation

Account management

Channel partners

Presentation skills

Closing skills

Job description

GitLab is seeking a Major Account Executive to lead the sales cycle with large, regulated enterprises, guiding DevSecOps transformations across CI/CD, security, and modernization. You’ll serve as the main connector between customers and GitLab’s field teams to drive value and long-term partnerships.

Based on a distributed, all-remote team, you’ll build and manage a healthy enterprise pipeline, develop repeatable sales motions, and drive adoption with executive stakeholders.