Major Account Executive - San Francisco

GitLab is seeking a Major Account Executive for the San Francisco region. As a Major Account Executive, you will drive GitLab's enterprise growth by helping influential organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform.

In this role, you will act as a key connector between customer stakeholders and GitLab's field organization, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion.

Responsibilities:

• Drive strategic growth by leading GitLab's enterprise accounts across San Francisco
• Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists
• Shape the future of software development by crafting innovative solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives
• Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories
• Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement
• Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation
• Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights
• Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations

Requirements:

• Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions
• Background selling into large, enterprise accounts in San Francisco, United States
• Knowledge of San Francisco enterprise market, including key industries, buying centers, and decision-making dynamics
• Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions
• Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption
• Effective communication and interpersonal skills
• Ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed

Benefits:

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support