# Major Account Executive - Texas **Company**: GitLab **Location**: Remote, US **Work arrangement**: remote **Experience**: executive **Job type**: full-time **Salary**: $98,600-$174,000 USD **Category**: Sales **Industry**: Technology **Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8455174002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_9d8ec5c3-44c ## Description As a Major Account Executive on our AMER Enterprise team, you'll help large, regulated organisations adopt, implement, and expand their use of GitLab's AI-powered DevSecOps platform. You'll 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 modernisation. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organisation so GitLab is seen as a trusted, long-term partner before, during, and after the sale. In your first year, you'll 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. **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 realise 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. **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 organisations, 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. - Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools. - 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. **About the team** The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers. As a Major Account Executive on the AMER Enterprise team, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments. ## Skills ### Required - Complex B2B software sales cycles - DevSecOps - Software development tools - Adjacent SaaS solutions - Strategic account management - Channel partner development - Negotiation - Presentation - Closing skills ### Nice to have - Git - Application lifecycle management - Security/application security tools --- Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8455174002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)