Strategic Account Executive, San Francisco

About the Role

The role entails a deep understanding of the industry landscape, success metrics, and growth trajectories of your customers. By mastering these aspects, you can position Gitlab as an indispensable technology ally. Your day-to-day activities will include designing and executing strategic account plans, leading end-to-end customer journeys, and championing continuous improvement within the sales cycle.

Gitlab values AI as a core productivity multiplier, and as a Strategic Account Executive, you are expected to incorporate AI into your daily workflows to drive efficiency, innovation, and impact. The company's high-performance culture is driven by its values and continuous knowledge exchange, enabling team members to reach their full potential.

What You Will Do

• Drive strategic growth by leading Gitlab's enterprise accounts across San Francisco, 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 strategic accounts.
• Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation, ensuring a consistent, high-quality experience at every stage of the sales cycle.
• Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights that refine our go-to-market approach.
• Prepare and deliver compelling customer-facing and internal presentations to articulate the value proposition of Gitlab's DevSecOps platform.

What We Are Looking For

• Proven experience in driving enterprise growth and managing large-scale accounts in the tech or software development industry.
• Strong expertise in Salesforce and Adjust, with the ability to leverage these tools to analyze customer needs and tailor solutions accordingly.
• Excellent communication and interpersonal skills, with the ability to build and maintain strategic partnerships with customers and internal stakeholders.
• Deep understanding of the DevSecOps landscape and the role of AI in driving software development efficiency and innovation.
• Ability to work in a fast-paced, dynamic environment and adapt to changing customer needs and market trends.
• Strong analytical and problem-solving skills, with the ability to analyze complex customer challenges and develop innovative solutions.
• Experience in designing and executing strategic account plans and leading end-to-end customer journeys.
• Familiarity with the San Francisco market and its key players, with established relationships a plus.

Nice to Have

• Experience with other CRM or sales management tools beyond Salesforce.
• Knowledge of cloud-based software development platforms and their applications in enterprise settings.
• Certification in sales or marketing, demonstrating a commitment to professional development and excellence in the field.
• Experience working with cross-functional teams, including Solutions Architects, Customer Success experts, and Sales Development professionals.

Benefits and Perks

• Competitive compensation package, reflecting the importance of this role in driving enterprise growth.
• Opportunities for professional development and growth within a dynamic and innovative company.
• Access to cutting-edge technology and tools, including Gitlab's own AI-powered DevSecOps platform.
• Flexible working arrangements, including remote work options, to support work-life balance and productivity.
• Comprehensive health and wellness programs, including medical, dental, and vision coverage.
• Generous paid time off and holiday policy, recognizing the importance of downtime and relaxation.
• Stock options or equity, providing a stake in the company's success and future growth.
• Access to a global network of professionals and industry leaders, offering opportunities for collaboration and knowledge exchange.

• Tip: Highlight your experience with Salesforce and Adjust in your application, and be prepared to discuss how you have used these tools to drive sales growth and customer engagement.
• Ensure your resume and cover letter are tailored to the role, emphasizing your skills in DevSecOps, AI, and strategic account management.
• Research Gitlab's approach to software development and its commitment to AI-driven productivity to demonstrate your interest and understanding of the company's mission.
• Prepare examples of how you have built strategic partnerships and driven enterprise growth in previous roles, and be ready to discuss your approach to sales strategy and customer relationship management.
• Consider creating a portfolio or case studies that demonstrate your success in managing large-scale accounts and driving sales growth, to share with the hiring team.
• Don't underestimate the importance of soft skills; highlight your ability to communicate effectively, work in a team, and adapt to changing environments.
• Be prepared to discuss your salary expectations and how they align with industry standards, and be open to negotiation to ensure a fair and competitive compensation package.