# Strategic Account Executive, Digital Natives - India

**Company**: GitLab
**Location**: Remote, India
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8435065002
**Canonical**: https://yubhub.co/jobs/job_df84dd73-b74

## Description

As a Strategic Account Executive for our Digital Natives segment, you'll drive GitLab's growth by helping leading digital native organisations across India adopt, implement, and expand their use of our AI-powered DevSecOps platform.

You'll focus on large, complex enterprise accounts, guiding customers through modernisation and DevSecOps transformations while driving pipeline generation that translates into measurable Net ARR and long-term expansion.

In this role, you'll use your understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation, to connect customer stakeholders with GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle.

Some examples of our projects include building and growing a territory plan focused on large, high-growth digital native organisations, from new logo prospecting through long-term account expansion on GitLab's AI-powered DevSecOps platform.

Key responsibilities:

- Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across your territory, focusing on organisations building modern software products at scale

- Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts

- Provide hands-on account leadership and direction throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform

- Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion within Digital Native organisations

- Develop and maintain detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders

- Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience

- Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams

- Act as the voice of the customer by contributing product ideas to our public issue tracker, preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and clearly communicate long-term value and outcomes

What you'll bring:

- Deep experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions that support the software development lifecycle

- Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across your territory

- Strong understanding of modern software delivery, including continuous integration and continuous delivery (CI/CD), secure development practices, and cloud and infrastructure modernization, with the ability to connect platform capabilities to customer outcomes

- Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams

- Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management

- Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations and coordinating internal resources to move opportunities forward

- Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team

- Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

How GitLab Supports Full-Time Employees:

- 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

## Skills

### Required
- DevSecOps
- software development lifecycle
- continuous integration and continuous delivery (CI/CD)
- secure development practices
- infrastructure modernization
- complex B2B software sales cycles
- enterprise customers
- software development tools
- SaaS solutions
- modern software delivery
- cloud and infrastructure modernization