Major Account Executive, Financial Services - US East

GitLab; Massachusetts; À distance; USD 115 000 - 187 000; Plein temps

Avantages offerts par ce poste

Flexible Paid Time Off

Equity Compensation & Employee Stock

Growth and Development Fund

Parental Leave

Résumé du poste

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.

Responsabilités

• 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.

Connaissances

B2B software sales

Enterprise relationships

Negotiation

Account management

Channel partners

Presentation skills

Closing skills

Description du poste

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.

Location: New York, New Jersey, Connecticut, Massachusetts

An overview of this role

As a Major Account Executive on our FINS Enterprise team, you'll help large, regulated organizations adopt, implement, and expand their use of GitLab’s AI-powered DevSecOps platform. You’ll focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernization. In this role, you’ll act as a key connector between customer stakeholders and GitLab’s field organization so GitLab is seen as a trusted, long-term partner before, during, and after the sale. In your first year, you’ll be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion.

What you'll do

• Support GitLab’s strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey.
• Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts.
• Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realize value from GitLab’s AI-powered DevSecOps platform.
• Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention.
• Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams.
• Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes.
• Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams.
• Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab’s solutions to customer business objectives.

What you'll bring

• A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab.
• Experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.
• Proven success selling into large, strategic organizations, with the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams.
• Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment.
• Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships.
• Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption.
• Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders.
• Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools.
• You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab’s travel policy.

About the team

The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers. As a Major Account Executive on the FINS Enterprise team, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments.

Remote-Global

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$114,800—$186,600 USD

How GitLab Supports Full-Time Employees

• 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

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.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

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.