Strategic Account Executive

About the role

This position is centered on the stewardship of GitLab's most critical enterprise relationships, demanding a high level of ownership and strategic thinking. You will guide these strategic accounts through the complete sales lifecycle, from initial engagement to long-term expansion and renewal. Success in this role means ensuring deep customer adoption and measurable satisfaction with the GitLab DevSecOps platform. You will be responsible for identifying and driving new business opportunities that expand your footprint within these existing accounts. Your role requires acting as a trusted advisor and primary liaison, connecting customer needs directly to product and executive teams. You will partner with channel organizations to identify and secure new business, ensuring mutual growth. This position is accountable for developing precise account plans that align with specific client business objectives and desired outcomes. You will own the preparation of sales forecasts and detailed activity reporting to ensure transparency and pipeline accuracy. Finally, you will analyze sales results and key account behaviors to extract actionable insights, sharing these learnings to benefit the entire sales organization.

Key facts

What you'll do

• Spearhead complex sales initiatives for large, strategic customer accounts, driving them to successful closure.
• Architect and manage high-level client relationships, ensuring ongoing satisfaction and retention post-sale.
• Uncover and cultivate new revenue streams and expansion opportunities hidden within existing strategic accounts.
• Serve as the central communication hub, translating intricate customer requirements into actionable input for product development.
• Forge and leverage partnerships with channel collaborators to source leads and accelerate the deal-closing process.
• Design and implement bespoke account strategies that respond directly to the unique challenges and goals of each client.
• Generate precise sales forecasts and comprehensive activity dashboards to track progress and forecast accuracy.
• Conduct in-depth analysis of closed sales to identify best practices and areas for improvement, sharing findings with leadership.
• Champion the adoption of GitLab features, ensuring customers realize maximum value and return on their investment.
• Represent GitLab at the executive level during key strategic discussions and quarterly business reviews.
• Identify cross-sell and upsell pathways by deeply understanding the client's evolving technology landscape.
• Maintain meticulous records of all customer interactions, decisions, and stakeholder mapping within our CRM system.
• Collaborate with marketing to develop targeted content that addresses specific strategic account pain points.
• Provide qualitative feedback on competitive movements and market shifts that could impact our strategic accounts.

Requirements

• Demonstrate a genuine, intrinsic commitment to helping customers extract full value from their GitLab investments and transformations.
• Possess a proven track record of successfully managing complex, multi-threaded accounts in a large enterprise context.
• Exhibit the capacity to operate independently on challenging, long-cycle sales initiatives with minimal direct supervision.
• Bring prior, direct experience selling sophisticated solutions to large, enterprise-level organizations and decision-makers.
• Show skill in applying established sales methodologies and leveraging existing relationships to navigate complex buying committees.
• Master strong negotiation, persuasive presentation, and finalization abilities to close deals at the enterprise level.
• Have familiarity with core concepts of Git, software development workflows, and application lifecycle management principles.
• Demonstrate the ability to not only use but also advocate for GitLab internally and externally with conviction.
• Display willingness and proven ability to travel internationally as required by company policy and strategic account needs.
• Show resilience and adaptability in a fast-paced, remote-first environment that demands self-motivation.
• Possess excellent written and verbal communication skills, with the ability to simplify complex technical concepts.
• Have a strong history of meeting and exceeding demanding sales quotas and performance targets.

Nice to have

• Hands-on experience selling comprehensive DevSecOps solutions to enterprise clients in a competitive landscape.

Practical notes

• GitLab provides comprehensive benefits, including flexible paid time off, parental leave, and a growth and development fund.
• We encourage applications from candidates with diverse experience levels; not all listed requirements must be met.
• GitLab is an equal opportunity employer and values diversity. Accommodations are available for candidates with disabilities.

This role is based in Turkey and operates under full-time engagement as part of the Field Operations team. The position is remote, allowing for work from Turkey, and requires adherence to GitLab's global policies regarding professional conduct and confidentiality. Travel is an essential function of this job; candidates must be prepared for both domestic and international travel as dictated by the needs of key strategic accounts and company initiatives. There are no specific visa sponsorship details listed at this time, and the candidate is responsible for ensuring compliance with local regulations regarding remote work and international business activities. Deadlines for application review are not specified, but interested candidates are encouraged to apply promptly with updated documentation highlighting relevant strategic sales experience. This position leverages GitLab as the primary tool for collaboration, project management, and transparency, so proficiency in its use is not just preferred but integral to daily operations. The successful candidate will be a strategic thinker capable of operating with a high degree of autonomy while contributing to a globally distributed team.