Strategic Account Executive, Northeast

GitLab

11d•$110,800 - $186,600•Remote

About The Position

As a Strategic Account Executive for the Northeast region, you will drive GitLab's enterprise growth by helping influential organizations adopt, implement, and expand their use of its AI-powered DevSecOps platform. You will manage strategic enterprise accounts, guide customers through complex digital and DevSecOps transformations, and generate pipeline that contributes to measurable Net ARR and long-term expansion. You will connect customer stakeholders with GitLab's field organization and build trusted, long-term partnerships across the full sales cycle. In your first year, you will be expected to build an enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health. The role is part of the distributed, all-remote Enterprise Sales team, which works asynchronously across regions and partners closely with sales engineering, marketing, and customer success. The team values transparency, collaboration, consultative selling, shared account planning, deal reviews, and knowledge sharing. All team members are expected to incorporate AI into their daily workflows. Travel is required as needed, in accordance with company travel policies. The United States base salary range is $110,800–$186,600 USD. Sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary; the stated base salary range does not include bonuses, equity, or benefits.

Requirements

Experience driving complex B2B software sales cycles with enterprise customers.
Experience selling into large, strategic enterprise accounts in the Northeast United States and building relationships with C-level and senior stakeholders across business and technical teams.
Ability to understand the Northeast enterprise market, including key industries, buying centers, and decision-making dynamics, and to build and nurture a relevant professional network.
Ability to acquire new business and expand enterprise accounts through consultative, multi-stakeholder sales motions.
Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support customer adoption.
Effective communication and interpersonal skills, including the ability to lead account strategy, influence stakeholders, and remain calm under pressure.
Ability to work in line with GitLab's values and use GitLab and Salesforce in daily work.
Ability to travel as needed while following company travel policies.

Nice To Haves

Experience in DevSecOps, software development tools, or adjacent SaaS solutions.

Responsibilities

Lead GitLab's enterprise accounts across the Northeast and serve as a trusted technology advisor to industry leaders.
Develop and coordinate sales strategies with Solutions Architects, Customer Success, Sales Development, Channel & Alliances, and other technical specialists.
Craft solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives.
Build strategic customer relationships by understanding industry landscapes, success metrics, and growth trajectories.
Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand usage in new and existing major accounts.
Lead customer journeys from discovery through evaluation, negotiation, and implementation.
Contribute to forecasting and pipeline reviews, conduct win/loss analyses, and share insights to refine the go-to-market approach.
Prepare and deliver customer-facing and internal presentations, proposals, and recommendations that communicate value, business outcomes, and partnership opportunities.