Strategic Account Executive, Financial Services at GitLab

About GitLab

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.

Location and Role Overview

Location: New York, New Jersey, Connecticut, Massachusetts (US East Remote)

As a Strategic Account Executive on our FINS Enterprise team, you will assist large, regulated organizations in adopting, implementing, and expanding their usage of GitLab’s AI-powered DevSecOps platform. Your focus will be on strategic enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas such as CI/CD automation, secure development, and infrastructure modernization. In this vital role, you will function as the main link between customer stakeholders and GitLab’s field organization, ensuring GitLab is recognized as a trusted, long term partner before, during, and after the sale.

In your first year, you will be tasked with building and maintaining a healthy enterprise pipeline, establishing repeatable sales motions, and driving successful rollouts and adoption that result in measurable outcomes and long term expansion.

What You Will Do

• Support GitLab’s strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey.
• Manage the complete sales cycle within large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts.
• Provide robust account leadership and direction in both pre sales and post sales processes to guarantee customers gain 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 boost adoption, expansion, and retention.
• Create and execute structured account plans based on customer business requirements, including opportunity mapping, stakeholder alignment, and multi threaded engagement across technical and business teams.
• Ensure successful rollout and continuous adoption through proactive account management activities, regular business reviews, and clear agreement on customer results.
• Prepare and present 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 customer advocate by providing feedback and product ideas, and utilize a consultative approach to craft proposals, quotes, and presentations that clearly connect GitLab’s solutions to customer business objectives.

What You Will Bring

• A genuine desire to see customers achieve meaningful results and long term value from their investment in GitLab.
• Experience managing complex B2B software sales cycles with large enterprises, especially within DevSecOps, software development tools, or similar SaaS solutions.
• A proven track record of selling into large, strategic organizations, possessing the capacity to build trusted relationships with C level and senior stakeholders across business and technical departments.
• Capability to provide a high level of account management and control, operating under minimal supervision on complex deals while maintaining clear communication and alignment.
• The ability to generate new business and grow existing accounts through consultative, multi stakeholder sales motions leading to sustainable, long term partnerships.
• Experience collaborating with strategic channel partners to create opportunities, co sell, and support successful customer adoption.
• Excellent negotiation, presentation, and closing skills, complemented by effective written and verbal communication that influences both internal and external stakeholders.
• Preferred experience with Git, software development tools, application lifecycle management, or security application security tools.
• You must share our values, use GitLab in your daily work, and be able to travel when necessary 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 Strategic Account Executive on the FINS Enterprise team, you will join a distributed, entirely remote team that operates asynchronously across regions and collaborates 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 in regulated and large scale environments.

The base salary range listed for this level is currently intended for residents of the United States only. This range reflects the base salary rate in various US locations. 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 bonuses, equity, or benefits. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. The United States Salary Range is listed as $114,800 - $186,600 USD.

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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Furthermore, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you are excited about this role, please apply and allow our recruiters to assess your application.

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. We are an equal opportunity workplace and an affirmative action employer. GitLab’s policies 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. GitLab will not tolerate discrimination or harassment based on any of these characteristics. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.