Description
GitLab is seeking a Strategic Account Executive for its Mumbai territory. The successful candidate will drive GitLab's growth across large Banking, Financial Services and Insurance (BFSI) institutions, alongside leading enterprises and conglomerates headquartered in the city.
The role involves helping these organisations adopt, implement, and expand their use of GitLab's AI-powered DevSecOps platform, guiding them through modernisation and DevSecOps transformations while building a pipeline that translates into measurable Net ARR and long-term expansion.
Key responsibilities include:
- Leading and growing GitLab's largest and most strategic BFSI, Enterprise, and Conglomerate prospects and customers in Mumbai
- Driving the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close
- Providing hands-on account leadership throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform
- Positioning GitLab against regulatory and compliance priorities
- Partnering closely with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and strategic channel partners
- Developing and maintaining detailed account plans for priority customers
- Coordinating and facilitating the involvement of cross-functional GitLab team members
- Preparing activity and forecast reports, contributing to forecasting and pipeline reviews
- Acting as the voice of the customer by contributing product ideas to GitLab's public issue tracker
The ideal candidate will have:
- Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions
- A track record selling into BFSI institutions in India, with an understanding of their buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes
- Strong understanding of modern software delivery, including CI/CD, secure development practices, and cloud and infrastructure modernisation
- Working familiarity with the regulatory and compliance landscape for Indian financial institutions
- Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders
- Experience creating and executing account plans for priority accounts
- Effective communication and interpersonal skills
GitLab supports its full-time employees with benefits to support their health, finances, and well-being, including flexible paid time off, team member resource groups, equity compensation, and employee stock purchase plans.