GitLab25.02.2026
Strategic Account Executive, Digital Natives - India
Remote
Обязанности
- 01Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across the territory, focusing on organisations building modern software products at scale
- 02Drive the full enterprise sales cycle from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts
- 03Provide 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
- 04Partner 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
- 05Develop 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
- 06Coordinate and facilitate the involvement of cross‑functional GitLab team members (sales leadership, marketing, product, support) to progress opportunities and deliver an excellent customer experience
- 07Prepare 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
- 08Act as the voice of the customer by contributing product ideas to the public issue tracker, preparing and delivering customer‑facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and communicate long‑term value
Требования
- 01Deep 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
- 02Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across the territory
- 03Strong 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
- 04Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams
- 05Experience creating and executing account plans for priority accounts, including opportunity mapping, multi‑threaded engagement, and disciplined deal and account management
- 06Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive‑level conversations and coordinating internal resources