Major Account Executive - Texas

GitLab

8h•Remote

About The Position

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab. The company embraces AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows. GitLab fosters a high-performance culture driven by its values and continuous knowledge exchange. As a Major Account Executive on the AMER Enterprise team, you will help large, regulated organizations adopt, implement, and expand their use of GitLab’s AI-powered DevSecOps platform. You will focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernization. In this role, you will act as a key connector between customer stakeholders and GitLab’s field organization to establish GitLab as a trusted, long-term partner before, during, and after the sale. In your first year, you will be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion. The Enterprise Sales team is a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams. The team values transparency, collaboration, and a consultative approach, supporting one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments.

Requirements

A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab.
Experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.
Proven success selling into large, strategic organizations, with the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams.
Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment.
Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships.
Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption.
Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders.
You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab’s travel policy.

Nice To Haves

Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools.

Responsibilities

Support GitLab’s strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey.
Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts.
Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realize value from GitLab’s AI-powered DevSecOps platform.
Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention.
Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams.
Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes.
Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams.
Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab’s solutions to customer business objectives.