Strategic Account Executive - Retail & Media

About the Role

The role is part of a dynamic team that values innovation, continuous knowledge exchange, and high performance. Gitlab's culture is built on the principles of embracing AI as a core productivity multiplier, which means you will be expected to incorporate AI into your daily workflows to drive efficiency, innovation, and impact. The company prides itself on providing an environment where careers accelerate, innovation flourishes, and every voice is valued.

Your day-to-day activities will involve working closely with pre-sales, post-sales, partner, marketing, and support teams to ensure seamless customer journeys. Strong account leadership, customer outcomes, and clear communication in English, French, and Dutch will be key to your success. Over the first year, your impact will be measured by your ability to build comprehensive account plans, develop new opportunities, and facilitate the successful adoption of Gitlab by customers in ways that align with their business objectives.

What You Will Do

• Lead strategic account activities for large prospects and customers, providing direction throughout pre-sales and post-sales engagements.
• Develop opportunities within enterprise accounts through prospecting, relationship building, and a consultative understanding of customer business needs.
• Create account plans and customer proposals that clearly connect Gitlab capabilities to organizational priorities and transformation goals.
• Collaborate with cross-functional teams to ensure alignment and effective execution of account strategies.
• Use a consultative sales approach to understand customer challenges and position Gitlab's AI-powered DevSecOps platform as a solution.
• Build and maintain strong relationships with senior leaders at media and retail organizations.
• Stay updated on industry trends, competitor activity, and emerging technologies to maintain a competitive edge.
• Develop and deliver customized presentations and product demonstrations to prospective clients.
• Negotiate contracts and close deals, ensuring that agreements align with both the customer's needs and Gitlab's business objectives.
• Provide input to product development teams based on customer feedback and market insights.

What We Are Looking For

• A minimum of 5 years of experience in a strategic account executive role, preferably in the software or technology industry.
• Proven track record of successfully managing large, complex accounts and driving revenue growth.
• Strong understanding of DevSecOps and its applications in retail and media industries.
• Excellent communication and interpersonal skills, with the ability to communicate effectively in English, French, and Dutch.
• Experience in using CRM software and other sales tools.
• Strong analytical and problem-solving skills, with the ability to analyze customer needs and develop tailored solutions.
• Ability to work in a fast-paced environment and adapt to changing priorities.
• Experience working with cross-functional teams, including sales, marketing, and customer success.
• Strong business acumen, with the ability to understand and communicate the value proposition of Gitlab's AI-powered DevSecOps platform.

Nice to Have

• Experience with AI-powered sales tools and technologies.
• Knowledge of the French market and its regulatory environment.
• Certification in sales or a related field.
• Experience in managing a team of sales professionals.
• Fluency in additional European languages.

Benefits and Perks

• Competitive salary and bonus structure.
• Stock options as part of Gitlab's equity program.
• Comprehensive health insurance package.
• Generous paid time off (PTO) policy.
• Remote work stipend to support your home office setup.
• Professional development opportunities, including training and conference sponsorships.
• Access to the latest technology and tools to support your work.
• Opportunity to work with a high-performance team that values innovation and knowledge exchange.

• Develop a deep understanding of DevSecOps: Before applying, make sure you have a solid grasp of DevSecOps principles and how they apply to retail and media industries.
• Practice your consultative sales approach: Prepare examples of how you've used a consultative sales approach in previous roles to understand customer needs and position solutions.
• Highlight your experience with CRM software: Be ready to discuss your experience with CRM software and other sales tools, and how you've used them to manage complex accounts.
• Showcase your analytical skills: Come prepared with examples of how you've analyzed customer needs, developed tailored solutions, and measured the success of those solutions.
• Research Gitlab's culture and values: Understand Gitlab's emphasis on innovation, continuous knowledge exchange, and high performance, and be prepared to discuss how your own values and work style align with these principles.
• Prepare to discuss your experience working remotely: If you have experience working remotely, be ready to discuss how you stay productive, manage communication with distributed teams, and maintain a healthy work-life balance.