Senior Account Executive

• Own a broad book of Commercial & Enterprise business, from new prospects to growing existing accounts
• Manage the full sales cycle from discovery and solution alignment through negotiation and close
• Articulate GitLab’s DevSecOps value proposition and align it to customer business outcomes
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned
• Document and maintain accurate buying criteria, buying processes, next steps, and owners
• Improve the sales handbook and processes by documenting best practices
• Provide account leadership across pre- and post-sales with technical teams and customer success
• Represent the customer voice through product feedback and ideas in GitLab’s public issue tracker

• 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
• Alignment with GitLab’s values and willingness to travel in line with company policy

• 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