Strategic Account Executive at GitLab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab helps organizations increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. With over 50 million registered users, GitLab is trusted by more than 50% of the Fortune 100 to ship better, more secure software faster. Our company culture embraces AI as a core productivity multiplier, expecting all team members to integrate AI into their daily workflows to foster efficiency, innovation, and impact. We invite you to co-create the future with us.

Role Overview

As a Strategic Account Executive, you will be responsible for owning a portfolio of strategic and large customers and prospects specifically in Poland. Your goal is to help these customers maximize the value derived from GitLab’s AI-powered DevSecOps platform. You will focus on penetrating net new enterprise accounts and growing GitLab’s presence within existing customers using a consultative sales approach to understand their business needs and guide successful adoption and expansion of our platform.

This role requires close collaboration with pre-sales, post-sales teams, and strategic channel partners to drive the full sales cycle, covering prospecting and qualification up through rollout, usage, and long-term growth. Furthermore, you will act as the voice of the customer by feeding their feedback and product ideas directly into GitLab’s public issue tracker.

What You Will Do

• Own a portfolio of strategic and enterprise accounts, driving both net new customer acquisition and expansion within existing customers.
• Lead complex sales cycles from initial prospecting and qualification through negotiation and final close, utilizing a consultative approach centered on customer business needs.
• Develop and implement structured account plans that align customer priorities with GitLab’s DevSecOps and AI-powered platform capabilities.
• Partner closely with pre-sales, customer success, support, and strategic channel partners to guarantee successful evaluations, deployments, and sustained adoption of GitLab.
• Serve as the voice of the customer by sharing feedback and product suggestions via GitLab’s public issue tracker and with internal stakeholders.
• Generate and nurture a qualified sales pipeline through focused outreach, joint activities with channel partners, and leveraging existing relationships.
• Prepare and maintain precise activity, pipeline, and forecast reports, and contribute to win-loss analysis for continuous improvement in sales execution.
• Work with Marketing to design and execute account-based and regional campaigns that support pipeline generation and expansion within your assigned territory.

What We Require From You

• Proven experience owning and expanding large, complex accounts, including success in both new business development and deepening penetration within existing client bases.
• A background selling into strategic or enterprise-level organizations, preferably within software, developer tools, or related technology sectors.
• The ability to conduct a consultative sales process, covering discovery, proposal generation, negotiation, and closing.
• Demonstrated skill in account planning, managing forecasts, and coordinating cross-functional resources involving pre-sales, post-sales, and support teams.
• Strong communication skills, enabling you to clearly articulate customer requirements to product, marketing, and technical departments.
• Comfortable discussing business value propositions with senior stakeholders and aligning solutions to meet specific customer goals and challenges.
• Familiarity with Git, software development tools, or application lifecycle management is preferred, along with a demonstrated ability to learn GitLab’s platform quickly.
• Commitment to GitLab’s values and an openness to leveraging transferable experience from diverse industries or backgrounds.

About The Team and Benefits

You will join a regional Strategic Sales team focused on our largest and most intricate customers across Central Europe. Your role involves managing a defined set of strategic prospect and existing accounts, working closely with Solutions Architects, Customer Success, Support, and Channel partners to foster both new client acquisition and growth of GitLab’s footprint. Our team is highly collaborative, spending significant time meeting with customers. Travel will be a necessary part of this role.

We are dedicated to helping enterprise customers adopt the GitLab DevSecOps platform at scale, navigating complex buying committees, and shaping long term partnerships that support customer business and technology objectives.

How GitLab Supports Full Time Employees

• Benefits designed to support your health, finances, and overall well being.
• Flexible Paid Time Off options.
• Membership in Team Member Resource Groups.
• Access to Equity Compensation and Employee Stock Purchase Plan.
• Dedicated Growth and Development Fund.
• Comprehensive Parental Leave policies.

Note: We welcome candidates at various experience levels. Many successful candidates may not meet every single stated requirement, and we encourage applications regardless of meeting all criteria.

Country Hiring Guidelines: GitLab hires globally. All of our roles are remote; however, some roles may carry location-specific eligibility requirements. Our Talent Acquisition team can provide more details regarding location after the recruiting process begins.