Major Account Executive, France

GitLab; United States; Remote; USD 123,000 - 178,000; Full time

Benefits offered by this job

Equity Compensation

Remote-first culture

Growth & Development Fund

Parental Leave

Job summary

GitLab, a leading DevSecOps platform, is seeking a Strategic Account Executive for France. You will own a portfolio of strategic, enterprise accounts, driving new business and expansion with a consultative approach and strong collaboration across pre-sales, success, support and channel partners.

In this role you’ll shape structured account plans, map customer priorities to GitLab capabilities, and lead complex negotiations to close deals.

Qualifications

• Experience owning and growing large, complex accounts within enterprise environments.
• Ability to run a consultative sales process from prospecting to closing.
• Strong account planning, forecast management and cross-functional coordination.
• Ability to translate customer needs into feedback for product/marketing/tech teams.
• Comfort discussing business value with senior stakeholders and aligning to goals.
• Familiarity with Git, software development tools, or ALM; ability to learn GitLab.
• Experience in software, developer tools, or tech environments is helpful but not required.

Responsibilities

• Own a portfolio of strategic and enterprise accounts, driving new acquisitions and expansion.
• Lead complex sales cycles from prospecting through negotiation and close.
• Develop and execute structured account plans mapping priorities to GitLab capabilities.
• Collaborate with pre-sales, customer success, support, and channel partners for rollout and adoption.
• Generate and nurture qualified pipeline via targeted outreach and channel partnerships.
• Prepare accurate activity, pipeline, and forecast reports; contribute to win/loss analyses.
• Partner with Marketing to shape account-based and regional campaigns to generate pipeline.

Job description

Location: France

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 Strategic Account Executive, you'll own a portfolio of strategic and large customers and prospects in France, helping them get the most value from GitLab's AI-powered platform for software development, security, and operations (DevSecOps). You'll win 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. You'll work closely with pre- and post-sales teams and strategic channel partners throughout the sales cycle, from prospecting and qualification through rollout, usage, and long-term growth.

What you'll do

• Own a portfolio of strategic and enterprise accounts, driving both new customer acquisition and expansion within existing customers.
• Lead complex sales cycles from prospecting and qualification through negotiation and close, using a consultative approach grounded in customer business needs.
• Develop and execute structured account plans that map customer priorities to GitLab's DevSecOps and AI-powered platform capabilities.
• Collaborate closely with pre-sales, customer success, support, and strategic channel partners to ensure successful evaluations, rollouts, and long-term adoption of GitLab.
• Generate and nurture qualified pipeline through targeted outreach, joint activities with channel partners, and effective use of existing relationships.
• Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to win/loss analysis to improve sales execution.
• Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory.

What you'll bring

• Experience owning and growing large, complex accounts within strategic or enterprise organizations, including both new business development and expansion within existing customers.
• Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing.
• Skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support.
• Ability to translate customer needs into clear feedback for product, marketing, and technical teams.
• Ability to discuss business value with senior stakeholders and align solutions to customer goals and challenges.
• Familiarity with Git, software development tools, or application lifecycle management, and the ability to learn GitLab's platform.
• Experience within software, developer tools, or related technology environments is helpful but not required.

We welcome transferable experience from different industries or backgrounds.

About the team

You'll join a regional Strategic Sales team that focuses on our largest and most complex customers in Europe. We own a defined list of strategic prospect and existing accounts and collaborate closely with Solutions Architects, Customer Success, Support, and Channel partners to drive both new customer acquisition and expansion of GitLab's footprint. Our Strategic Sales team spends a lot of time collaborating and meeting with customers, so travel will be expected. We're focused on helping enterprise customers adopt the GitLab DevSecOps platform at scale, navigating complex buying groups, and shaping long-term partnerships that support customers' business and technology goals.

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.