From the listing
About the role
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.
As a Strategic Account Executive for the Northeast region, you'll drive GitLab's enterprise growth by helping organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on strategic enterprise accounts, guiding complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion.
You'll be part of the Enterprise Sales team's distributed, all-remote team, partnering closely with sales engineering, marketing, and customer success. We value transparency, collaboration, and a consultative approach.
What you'll do
- Lead GitLab's enterprise accounts across the Northeast, serving as a trusted technology advisor to industry leaders in your territory.
- Bring together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists to deliver AI-powered DevSecOps solutions.
- Craft solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives.
- Build strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories.
- Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing major accounts.
- Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation.
- Contribute to forecasting and pipeline reviews, conduct win/loss analyses, and share strategic insights that refine our go-to-market approach.
- Prepare and deliver customer-facing and internal presentations, proposals, and recommendations that communicate value, business outcomes, and the path to long-term partnership.
- In your first year, build a strong enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health.
- Incorporate AI into daily workflows to drive efficiency, innovation, and impact.
What they're looking for
- Experience driving complex B2B software sales cycles with enterprise customers.
- Background selling into large, strategic enterprise accounts in the Northeast United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams.
- Knowledge of the Northeast enterprise market, including key industries, buying centers, and decision-making dynamics, with the ability to build and nurture a relevant professional network.
- Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships.
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption.
- Effective communication and interpersonal skills, with the ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure.
- Ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies.
Nice to have
- Experience in DevSecOps, software development tools, or adjacent SaaS solutions.
Benefits, as listed
1 of these also appear in the perks Jeff verified on the company page.
The hot takeJeff's read on Gitlab
GitLab has put more effort into their employee marketing and policies than 99.99% of the companies we've researched over the years. Seriously, their handbook is absolutely massive.
The ONLY thing that throws me off about them is an unclear statement about their stance on what "work from anywhere" actually means. They say:
"All-remote means that each individual in an organization is empowered to work and live where they are most fulfilled."
But they also say that hey need to have an entity in your home country in order to be hired, so I'd love to know if they have a list of the countries they will hire from.