Major Account Executive
Job Summary
The Strategic Account Executive for the Northeast region will drive enterprise growth by helping influential organizations adopt and scale GitLab's AI-powered DevSecOps platform. This role focuses on guiding customers through complex digital transformations while building long-term, strategic partnerships. The successful candidate will manage end-to-end sales cycles, from discovery to implementation, across major enterprise accounts.
Responsibilities
- Lead enterprise account strategy and growth
- Orchestrate cross-functional sales initiatives
- Manage end-to-end sales cycles
- Build long-term C-level partnerships
- Execute strategic account plans
Required Skills
- Enterprise B2B software sales
- DevSecOps market knowledge
- Consultative selling
- Strategic account planning
- Stakeholder management
Job Details
Responsibilities:
- Drive strategic growth by leading enterprise accounts, serving as a trusted technology advisor to industry leaders.
- Orchestrate winning sales strategies by collaborating with Solutions Architects, Customer Success, and other technical specialists.
- Shape the future of software development by crafting innovative solutions aligned with customers' long-term vision and business objectives.
- Build deep, strategic partnerships by mastering the industry landscape and positioning GitLab as an indispensable ally.
- Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement.
- Lead end-to-end customer journeys from discovery through negotiation and successful implementation.
- Contribute to forecasting, pipeline reviews, and sophisticated win/loss analyses to refine go-to-market approaches.
- Prepare and deliver compelling presentations, proposals, and recommendations that communicate business outcomes.
Qualifications:
- Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps or SaaS.
- Background selling into large enterprise accounts in the Northeast US with established C-level and senior stakeholder relationships.
- Knowledge of the Northeast enterprise market, including key industries, buying centers, and decision-making dynamics.
- Ability to drive new business acquisition and expansion through consultative, multi-stakeholder sales motions.
- Experience collaborating with channel and strategic partners to generate pipeline and support customer adoption.
- Effective communication and interpersonal skills to lead account strategy and influence internal/external stakeholders.
- Ability to work in a remote environment, use Salesforce, and travel as needed.