Major Account Executive at GitLab - Remote Germany

GitLab; United States; Remote; USD 112,000 - 167,000; Full time

Benefits offered by this job

Travel perks

Growth & Development Fund

Job summary

GitLab is seeking a Major Account Executive to own a portfolio of its largest German enterprise customers. The role is remote with travel to customer sites in Germany, requiring collaboration with pre- and post-sales teams to drive full-cycle sales and successful adoption of GitLab's AI-powered DevSecOps platform.

You will engage with C-Level stakeholders, develop strategic account plans, and coordinate across a broad team to maximize value delivery and long-term partnerships.

Qualifications

• Experience selling into highly complex organizations.
• Consistent quota attainment and track record of overachievement.
• Excellent communication and presentation skills; comfortable with C-Level executives.
• Experience with solutions selling and articulating value to customers.
• Deep understanding of Git, software development tools, and ALM.

Responsibilities

• Own and manage major account(s) in Germany; lead end-to-end sales cycles.
• Coordinate with Resources (Solutions Architects, CSMs, PS, Marketing, Executives, Partners) to close deals.
• Develop and present formal proposals and quotes addressing customer needs.
• Create account plans based on customer business goals and metrics.
• Drive adoption and expansion of GitLab products in strategic accounts.

Skills

Complex enterprise sales

Quota attainment

C-level presentation

Solution selling

GitLab product knowledge

Travel readiness

Tools

Git

GitLab

Job description

Major Account Executive at GitLab - Remote Germany — Remote

This role is officially listed as remote by GitLab, one of the most well-known all-remote companies globally. However, the territory is explicitly Germany, meaning you must be able to serve German enterprise accounts — and the job requires travel to customer sites in Germany. This significantly limits true nomadic freedom.

Timezone constraints: Customer-facing enterprise sales in Germany requires availability during CET/CEST business hours (UTC+1/+2). Back-office async flexibility may exist internally, but external meetings with German C-level executives will be fixed to German business hours.

Visa considerations: You'll need the legal right to work in Germany or the EU. Options include:

• EU Blue Card — for non-EU professionals with a German employment contract; GitLab's German entity makes this feasible
• Freelance/Self-Employment Visa — not applicable here; this is a full-time role
• EU citizenship / Schengen freedom of movement — simplest path

No salary is published, but GitLab Major Account Executives at enterprise level typically earn €100k–€150k+ base with aggressive OTE structures. This aligns well with a Germany-based lifestyle — though it won't stretch as far in Munich as it would in, say, Leipzig or remote rural areas. Travel perks and a Growth & Development Fund add practical value for mobile professionals.

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.

An Overview of This Role

As a Major Account Executive, you will own a portfolio of our largest, most strategic customers and prospects in Germany, 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.

Responsibilities

• Manage and support GitLab's major account(s)
• Manage the end-to-end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel
• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers
• Develop a deep understanding of the customer, including their performance metrics, and create plans in anticipation of the customer's business strategies and goals
• Expand knowledge of the industry as well as the competitive posture of the company
• Contribute to root cause analysis on wins/losses
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in major accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre- and post-sales engineering and support resources
• Utilize a consultative approach: discuss business issues with prospects and develop formal quotes, written sales proposals, or formal sales presentations addressing their business needs
• Develop an account plan to sell to customers based on their business needs

Requirements

• Experience selling into highly complex organizations
• Demonstrated consistent results and overachievement of quota
• Excellent communication and presentation skills; comfortable presenting to C-Level executives
• Experience with solutions selling and positioning value to customers based on their needs
• Deep understanding of Git, Software Development Tools, and Application Lifecycle Management
• You share our values , and work in accordance with those values
• Ability to use GitLab
• Ability to travel if needed and comply with the company's travel policy

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.

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, or any other basis protected by law. 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 .