Senior Account Executive

A Senior Account Executive at GitLab is a pivotal role within a company that specializes in DevSecOps, helping organizations enhance developer productivity, operational efficiency, and software security. GitLab's platform is trusted by over 50 million users and a significant portion of the Fortune 100 companies. The Senior Account Executive will be the main point of contact for Commercial & Enterprise customers, guiding them through the adoption and expansion of GitLab's AI-powered DevSecOps platform. The day-to-day responsibilities involve managing the full sales cycle, from identifying new prospects to growing existing accounts. This includes aligning GitLab's DevSecOps value proposition with customer business outcomes, documenting buying criteria and processes, and ensuring an accurate pipeline. The role also involves analyzing wins and losses, contributing to root cause analyses, and sharing insights with various teams. Additionally, the Senior Account Executive will provide leadership across pre- and post-sales activities, partnering closely with technical teams and customer success. To excel in this role, candidates must have a proven track record in software sales, ideally within an Enterprise market context. They should be able to guide customers through the full buying journey, define buying criteria, and drive clear next steps. Strong communication and interpersonal skills are essential for collaborating with various teams. Experience in documenting and maintaining accurate pipeline data and account plans is also required. Proficiency in negotiation, presenting to stakeholders, and leading commercial discussions is crucial. Familiarity with Git, software development tools, or application lifecycle management is a plus. Nice-to-have skills include an interest in GitLab and open-source software. The role offers the opportunity to work with a distributed team that collaborates asynchronously across regions. The team focuses on supporting customers through toolchain consolidation and driving platform adoption. GitLab provides a range of benefits, including health, financial, and well-being support, flexible paid time off, equity compensation, and a growth and development fund. What the role asks for: - Proven success in software sales, ideally in an Enterprise market context, managing a varied book of business. - Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps. - Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management. - Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions. - Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes. - Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities. - Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.