GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to
increase developer productivity, improve operational efficiency, reduce security and compliance
risk, and accelerate digital transformation. More than 50 million registered users and more
than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI
as a core productivity multiplier, with all team members expected to incorporate AI into their
daily workflows to drive efficiency, innovation, and impact. GitLab is where careers
accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is
driven by our values and continuous knowledge exchange, enabling our team members to reach
their full potential while collaborating with industry leaders to solve complex problems.
Co-create the future with us as we build technology that transforms how the world develops
software.
*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim
based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune
500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with,
and do not endorse products or services of GitLab.An overview of this role
As an Account Executive, you'll be the primary connection between GitLab and its customers,
working with organizations of up to 4,000 team members to help them adopt and expand the
world's most comprehensive platform for software development, security, and operations
(DevSecOps), which uses artificial intelligence. You'll own a broad book of business across
a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex
projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales
Director, you'll run the full sales process: shaping the customer's journey,
documenting buying criteria and processes, and maintaining accurate pipeline data based on
evidence. In your first year, you'll focus on building trusted relationships and delivering
meaningful business outcomes for customers.
What you'll do
Own a broad book of Enterprise business, from new prospects to growing existing accounts.
Manage the full sales cycle for Enterprise prospects, from discovery and solution alignment
through negotiation and close.
Articulate the value of GitLab's DevSecOps platform and its artificial intelligence
capabilities to Mid-Market prospects and customers, tailoring messaging to their business and
technical needs.
Build and maintain a healthy pipeline through consistent prospecting, qualification, and
advancement of opportunities, using a structured sales process to support your pipeline and
revenue goals.
Document buying criteria, decision processes, next steps, and key stakeholders to run
disciplined, well-orchestrated sales cycles.
Collaborate with sales development, customer success, renewals, marketing, technical teams, and
partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities,
and expand GitLab’s footprint while delivering added value for customers.
Support customer adoption of GitLab solutions, proactively work to reduce churn and
contraction, and participate in quarterly forecasting and territory planning; travel to meet
customers and attend events as needed.
What you'll bring
Experience selling software as a service (SaaS) solutions.
Ability to manage a broad mid-market territory as the primary point of contact, owning a book
of business from prospecting through close, adoption, and expansion.
Skill in building and maintaining strong customer relationships, including effective discovery,
negotiation, and closing to support long-term customer outcomes.
Experience conducting consistent outbound prospecting, creating and maintaining a healthy
pipeline, and maintaining accurate territory and forecast documentation.
Ability to collaborate closely with cross-functional partners (sales development, customer
success, renewals, marketing, partners, and technical teams) to coordinate account strategies.
Ability to connect customer business challenges to GitLab's DevSecOps platform and
communicate its value to different audiences, documenting customer insights and lessons
learned; relevant, transferable sales experience from a variety of backgrounds is welcome.
Fluent French language skills (required).
Experience selling to development or DevSecOps teams is helpful, but not required.
About the team
You'll join the Europe, Middle East, and Africa Sales team, a distributed group of Account
Executives, sales managers, and business development team members. We collaborate
asynchronously across regions and partner with marketing, sales development, and technical
teams.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
Please note that we welcome interest from candidates with varying levels of experience; many
successful candidates do not meet every single requirement. Additionally, studies have shown
that people from underrepresented groups are less likely to apply to a job unless they meet
every single qualification. If you're excited about this role, please apply and allow our
recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of
our roles are remote, however some roles may carry specific location-based eligibility
requirements. Our Talent Acquisition team can help answer any questions about location after
starting the recruiting process.
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. |
