Major Account Executive - Texas

## About the Role As a Major Account Executive at Gitlab, you will play a pivotal role in driving the company's growth by helping large, regulated organizations adopt and expand their use of Gitlab's AI-powered DevSecOps platform. Your day-to-day responsibilities will involve guiding these organizations through complex software delivery transformations, ensuring they realize the full value of Gitlab's platform. You will work closely with cross-functional teams, including Solutions Architects, Customer Success, and Support, to design and execute account strategies that drive adoption, expansion, and retention. The role requires a deep understanding of the DevSecOps space, as well as the ability to build and maintain strong relationships with clients. You will need to stay up-to-date on industry trends and be able to articulate the value of Gitlab's platform to both technical and business stakeholders. As a trusted advisor, you will provide guidance and support to clients throughout their DevSecOps journey, ensuring they achieve their desired outcomes. Gitlab's culture is built around its values of collaboration, innovation, and continuous learning. As a member of the team, you will be expected to embody these values and contribute to a positive and inclusive work environment. The company is committed to the growth and development of its employees, providing opportunities for training, mentorship, and career advancement. ## What You Will Do - Support Gitlab's strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey - Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities - Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realize value from Gitlab's AI-powered DevSecOps platform - Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies - Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement - Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes - Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses - Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations - Build and manage a healthy enterprise pipeline, creating repeatable sales motions and driving successful rollouts and adoption ## What We Are Looking For - 5+ years of experience in sales, preferably in the DevSecOps or software delivery space - Proven track record of success in driving complex sales cycles and building strong relationships with clients - Strong understanding of the DevSecOps space and the ability to articulate the value of Gitlab's platform - Experience with Adjust and Excel, as well as other sales and productivity tools - Excellent communication and interpersonal skills, with the ability to work effectively with both technical and business stakeholders - Strong business acumen and the ability to understand customer business needs and develop tailored solutions - Experience working in a fast-paced, dynamic environment and the ability to adapt to changing circumstances ## Nice to Have - Experience with AI-powered DevSecOps platforms and the ability to leverage AI to drive sales and customer success - Knowledge of the regulated industries and the ability to navigate complex compliance and security requirements - Experience working with cross-functional teams, including Solutions Architects, Customer Success, and Support - Strong understanding of the competitive landscape and the ability to develop strategies to differentiate Gitlab's platform ## Benefits and Perks - Competitive salary and benefits package - Opportunity to work with a leading DevSecOps platform and contribute to the company's growth and success - Collaborative and dynamic work environment with a team of experienced professionals - Flexible work arrangements, including remote work options - Access to training and development opportunities, including mentorship and career advancement - Health and wellness programs, including mental health support and employee assistance programs

- Develop a strong understanding of the DevSecOps space and the ability to articulate the value of Gitlab's platform - Build a portfolio of successful sales cycles and customer success stories to demonstrate your expertise - Leverage AI-powered tools to drive sales and customer success, and stay up-to-date on industry trends and best practices - Focus on building strong relationships with clients and providing tailored solutions to meet their business needs - Be prepared to discuss your experience working with cross-functional teams and your ability to navigate complex compliance and security requirements - Research the company culture and values, and be prepared to discuss how you embody them