Major Account Executive, Financial Services - US East

GitLab

3d•$114,800 - $186,600•Remote

About The Position

As a Major Account Executive on GitLab’s Financial Services Enterprise team, you will help large, regulated organizations adopt, implement, and expand their use of GitLab’s AI-powered DevSecOps platform. You will guide major enterprise prospects and customers through complex DevSecOps and software delivery transformations, including CI/CD automation, secure development, and infrastructure modernization, and serve as a connector between customer stakeholders and GitLab’s field organization. The role focuses on building trusted, long-term customer partnerships before, during, and after the sale. In the first year, you will be expected to build and manage a healthy enterprise pipeline, establish repeatable sales motions, and drive successful rollouts and adoption that lead to measurable results and long-term expansion. The Enterprise Sales team drives growth, adoption, and long-term value for GitLab’s AI-powered DevSecOps platform with its largest and most strategic customers. This is part of a distributed, all-remote team that works asynchronously across regions and partners with sales engineering, marketing, and customer success. The team emphasizes transparency, collaboration, consultative selling, shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers in regulated and large-scale environments.

Requirements

A genuine desire to help 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 to large, strategic organizations and building trusted relationships with C-level and senior stakeholders across business and technical teams.
Ability to provide a high degree of account management and control, work with minimal supervision on complex opportunities, and maintain clear communication and alignment.
Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that create sustainable, long-term partnerships.
Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support customer adoption.
Excellent negotiation, presentation, and closing skills, along with effective written and verbal communication that influences internal and external stakeholders.
Share GitLab’s values, use GitLab in daily work, and be able to travel if needed in accordance with GitLab’s travel policy.

Nice To Haves

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

Responsibilities

Support 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 opportunities across assigned accounts.
Provide account leadership and direction during pre-sales and post-sales processes to help customers realize value from GitLab’s AI-powered DevSecOps platform.
Coordinate 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.
Support successful rollout and ongoing adoption through proactive account management, regular business reviews, and alignment on customer outcomes.
Prepare accurate activity and forecast reports and contribute to root cause analysis of wins and losses, sharing lessons learned with account managers, marketing, and technical teams.
Represent the voice of the customer by sharing feedback and product ideas.
Use a consultative approach to create proposals, quotes, and presentations that connect GitLab’s solutions to customer business objectives.