Senior Enterprise Account Executive, DevSecOps (FINS)

GitLab; New Jersey; Remote; USD 115,000 - 187,000; Full time

Benefits offered by this job

Benefits to support your health, Finan

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock/P

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Major Account Executive for the FINS Enterprise team to help large regulated organizations adopt and expand GitLab’s AI-powered DevSecOps platform. You’ll lead a full sales cycle across CI/CD, secure development, and modernization within major enterprise accounts.

In this remote, global role, you will build and manage an enterprise pipeline, coordinate with architects and success teams, and drive adoption with measurable outcomes and long-term growth.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Enterprise SaaS sales

C-level relationships

Negotiation skills

Account leadership

Multi-stakeholder selling

Consultative selling

Job description

GitLab is seeking a Major Account Executive for the FINS Enterprise team to help large regulated organizations adopt and expand GitLab’s AI-powered DevSecOps platform. You’ll lead a full sales cycle across CI/CD, secure development, and modernization within major enterprise accounts.

In this remote, global role, you will build and manage an enterprise pipeline, coordinate with architects and success teams, and drive adoption with measurable outcomes and long-term growth.