Strategic Account Executive

Join to apply for the Strategic Account Executive - Southeast role at GitLab GitLab is an open‑core software company that develops the most comprehensive AI‑powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co‑create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what’s possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. An Overview of this Role As a Strategic Account Executive for the Southeast region, you’ll drive GitLab’s enterprise growth by helping some of the area’s most influential organizations adopt, implement, and expand their use of our AI‑powered DevSecOps platform. You’ll focus on strategic enterprise accounts, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long‑term expansion. You’ll act as a key connector between customer stakeholders and GitLab’s field organization so GitLab is seen as a trusted, long‑term partner across the full sales cycle. In your first year, you’ll build a strong enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health. Location: Consideration will be given to candidates located in Ohio, the Greater DC Area, or Atlanta, GA. What you'll do Own and grow strategic enterprise accounts across the Southeast region, focusing on leading organizations that can benefit from GitLab’s AI‑powered DevSecOps platform. Drive the full sales cycle from prospecting and pipeline generation through evaluation, negotiation, and close within large, complex enterprises in your territory. Build and deepen executive‑level relationships (including C‑level) to understand customer business objectives and position GitLab as a strategic partner for DevSecOps, digital transformation, and infrastructure modernization. Collaborate closely with GitLab Account Executives, Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to design and execute account strategies that support Net ARR performance in your territory. Lead detailed account planning, including opportunity mapping, stakeholder alignment, and multi‑threaded engagement to expand GitLab usage within existing and new strategic enterprise customers. 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. Contribute to forecasting and pipeline reviews, providing clear visibility into deal progression, risks, and next steps for your strategic accounts, and use these insights to inform win/loss and root cause analysis. Prepare and deliver customer‑facing and internal presentations, proposals, and reports that clearly communicate value, business outcomes, and the path to long‑term partnership with GitLab, while acting as the voice of the customer for product feedback and improvement. What you'll bring Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions. Background selling into large, strategic enterprise accounts in the Southeast United States, with the ability to build trusted C‑level and senior stakeholder relationships across business and technical teams. Knowledge of the Southeast enterprise market, including key industries, buying centers, and decision‑making dynamics, with the ability to build and nurture a relevant professional network. Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi‑stakeholder sales motions that lead to sustainable, long‑term customer partnerships. Experience collaborating with channel and strategic partners to generate pipeline, co‑sell, and support successful customer adoption. Effective communication and interpersonal skills, with the ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure. Ability to work in line with GitLab’s values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies. 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 Strategic Account Executive focused on the Southeast, 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 the Southeast region. Remote‑Global How GitLab Will Support You 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 It is our policy that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. If you’re excited about this role, please apply and allow our recruiters to assess your application. Salary Range United States: $98,500—$174,000 USD Policy Statements Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal‑opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process. 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