Major Account Executive, Northeast

## About the Role As a Major Account Executive for the Northeast region, you will play a pivotal role in driving GitLab's enterprise growth by helping influential organizations adopt and expand their use of the company's AI-powered DevSecOps platform. Your expertise will guide customers through complex digital and DevSecOps transformations, driving pipeline generation that translates into measurable Net ARR and long-term expansion. You will act as a key connector between customer stakeholders and GitLab's field organization, ensuring that GitLab is seen as a trusted, long-term partner across the full sales cycle.

The role entails building a strong enterprise portfolio across your territory, creating repeatable sales motions, and consistently forecasting and reporting on deal progress and account health. You will be expected to master your customers' industry landscape, success metrics, and growth trajectories, positioning GitLab as their indispensable technology ally.

GitLab's high-performance culture is driven by its values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. The company's commitment to innovation and customer satisfaction creates a dynamic work environment that is both challenging and rewarding.

## What You Will Do - Drive strategic growth by leading GitLab's enterprise accounts across the Northeast, serving as a trusted technology advisor to industry leaders in your territory.

• Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists to deliver transformative, AI-powered DevSecOps solutions.
• 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 so you can position GitLab as their indispensable technology ally.
• Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing major accounts.
• Lead end-to-end sales cycles, from prospecting to closing, ensuring that all sales activities are aligned with GitLab's values and sales methodologies.
• Collaborate with the sales engineering team to develop and deliver technical sales presentations and product demonstrations that showcase the value of GitLab's platform.
• Work closely with the customer success team to ensure a seamless handover of accounts post-sales, guaranteeing high customer satisfaction and long-term retention.
• Stay up-to-date with industry trends, competitor activity, and emerging technologies to maintain a deep understanding of the market and its evolving needs.

## What We Are Looking For - Proven experience in sales, preferably in the DevSecOps or software development industry, with a track record of driving revenue growth and expanding existing accounts.

• Strong knowledge of Salesforce and Adjust, as well as experience with sales forecasting and pipeline management tools.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal stakeholders.
• Strategic thinking and problem-solving skills, with the ability to craft innovative solutions that meet customers' unique needs.
• Experience working in a fast-paced, dynamic environment, with a strong ability to adapt to changing priorities and deadlines.
• A strong understanding of the DevSecOps landscape and the challenges faced by organizations in this space.
• Experience with sales methodologies and processes, with a strong understanding of how to drive sales growth through strategic account planning and execution.

## Nice to Have - Experience working with AI-powered platforms and a deep understanding of how AI can be leveraged to drive business growth and efficiency.

• Knowledge of the Northeast region's market and industry landscape, with established relationships with key decision-makers in the area.
• Certification in sales or a related field, such as CSP or CSS.
• Experience working in a remote or distributed team environment, with a strong ability to work independently and manage time effectively.

## Benefits and Perks - Competitive salary and bonus structure, with opportunities for growth and advancement within the company.

• Comprehensive benefits package, including health, dental, and vision insurance, as well as a 401(k) matching program.
• Flexible work arrangements, including remote work options and a flexible vacation policy.
• Access to cutting-edge technology and tools, including the latest versions of GitLab's platform.
• Opportunities for professional development and growth, including training and certification programs.
• A dynamic and supportive work environment, with a strong focus on collaboration and teamwork.

- To stand out in this role, focus on developing a deep understanding of the DevSecOps landscape and the challenges faced by organizations in this space.

• Be prepared to demonstrate your expertise in Salesforce and Adjust, as well as your ability to drive strategic growth and build strong relationships with clients.
• Highlight any experience you have working with AI-powered platforms and your understanding of how AI can be leveraged to drive business growth and efficiency.
• Show a willingness to learn and adapt to new technologies and sales methodologies, and be prepared to share examples of how you have done so in the past.
• Don't be afraid to ask questions during the interview process, and be prepared to discuss your thoughts on the future of software development and the role of DevSecOps in driving business growth.
• Consider creating a portfolio of your work, including case studies and testimonials from previous clients, to demonstrate your skills and experience to potential employers.