Major Account Executive
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will manage a portfolio of major strategic customers and prospects in Germany, helping them adopt and expand their use of GitLab’s AI-powered DevSecOps platform. You will prospect for new enterprise accounts, run the end-to-end sales process, and coordinate with pre- and post-sales resources, partners, and channel teams. You will use consultative selling to understand business needs, develop account plans and sales proposals, support successful rollouts, and share customer feedback and product ideas.
Requirements
- Experience selling into highly complex organizations.
- Demonstrated consistent quota attainment and overachievement.
- Excellent communication and presentation skills.
- Comfort presenting to C-level executives.
- Experience with solution selling and value-based customer positioning.
- Deep understanding of Git, software development tools, and application lifecycle management.
- Ability to use GitLab.
- Ability to travel as needed and comply with the company travel policy.
Responsibilities
- Manage and support major accounts.
- Manage the end-to-end sales process with appropriate internal resources, partners, and channel teams.
- Use solution-selling expertise to identify customer needs and build strategic long-term partnerships.
- Develop an understanding of customers’ performance metrics, business strategies, and goals.
- Expand knowledge of the industry and competitive landscape.
- Contribute to root-cause analysis of sales wins and losses.
- Communicate lessons learned to account management, marketing, and technical teams.
- Provide account leadership in pre- and post-sales processes.
- Prospect and develop opportunities in major accounts.
- Ensure successful product rollout and adoption through account management and coordination with sales engineering and support resources.
- Use a consultative approach to discuss business issues and develop quotes, sales proposals, and presentations.
- Develop account plans based on customers’ business needs.
Benefits
- Health, financial, and well-being benefits.
- Flexible paid time off.
- Team Member Resource Groups.
- Equity compensation.
- Employee Stock Purchase Plan.
- Parental leave.
