Thanks to products like Duo Enterprise , and Duo Workflow , customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation. GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform , used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values . Learn more about Life at GitLab . Thanks to products like Duo Enterprise , and Duo Workflow , customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation. The Strategic Enterprise Account Executive is a grade 8 . Responsibilities Strategic Enterprise Account Executive will report to an Area Sales Manager or Regional Director. Support GitLab for our strategic and large prospects within our Global Capability Centres (GCCs) customers. Contribute to root cause analysis on wins/losses. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. Take ownership of your book of business document the buying criteria document the buying process document next steps and owners ensure pipeline accuracy based on evidence and not hope Contribute to documenting improvements in our sales handbook . Provide account leadership and direction in the pre- and post-sales process Conduct sales activities including prospecting and developing opportunities in large/strategic accounts Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources Be the voice of the customer by contributing product ideas to our public issue tracker Travel as necessary to accounts in order to develop relationships and close large opportunities Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota. Expand knowledge of industry as well as the competitive posture of the company Prepare activity and forecast reports as requested Update and maintain Sales database as appropriate Assist sales management in conveying customer needs to product managers, and technical support staff Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs. Respond to RFPs and follow up with prospects. Develop an account plan to sell to customers based on their business needs. Build and strengthen the business relationship with current accounts and new prospects. Recommend marketing strategies. Requirements A true desire to see customers benefit from the investment they make with you Able to provide high degree of major account management and control Work under minimal supervision on complex projects Proven success with B2B software sales Experience selling into large organizations Interest in GitLab, and open source software Ability to leverage established relationships and proven sales techniques for success Effective communicator (written/verbal), strong interpersonal skills Motivated, driven and results oriented Excellent negotiation, presentation and closing skills Preferred experience with Git, Software Development Tools, Application Lifecycle Management You share our values , and work in accordance with those values. Ability to use GitLab Ability to travel if needed and comply with the company s travel policy The confidence gap exists . The above list is intended to show the kinds of experience and qualities were looking for. If youre reading this, do not match all of the requirements, and are hesitant to apply, we encourage you to make an application despite your hesitations. Performance Indicators As with all roles in the Sales Department the Strategic Enterprise Account Executive participates in the Sales KPIs . 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 .

The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab s customers across segments, Sales, Engineering, Product Management, and Marketing organizations. Only Candidates based in Mumbai will be considered What youll do Solve technical customer issues of broad scope and high complexity. Provide mentorship for Solution Architecture team members and remain a current contributor to team-learning initiatives and activities. Work cross-departmentally to find solutions to complex scenarios and integration issues. Propose improvements and innovation for customer calls and product demonstrations based on current market trends. Maintain in-depth knowledge of the entire GitLab application. Represent GitLab as a speaker at field events or as an author in GitLab-focused publications and blogs. Provide opportunity strategy leveraging market and industry knowledge and trends. Drive Technical Close Plans without guidance. Collaborate with the product team while representing customer requirements and feedback. Create Customer Success Plans with customers Contribution to Account and Territory Planning Sessions of their region/sub-region Regularly enhances GitLab documentation for clarity and accuracy as well as adding new explanations, examples and sections. Share subject matter expertise through Slack posts, documentation updates, communities of practice, issue and MR participation and other common GitLab collaboration mechanisms. Coach sales team-members on deal qualification when necessary. Assists with specific objectives and key result associated tasks Leading Value Stream Assessments with your accounts or another team member s, while the team member shadows What youll bring Experience with technical pre-sales or as a professional in the field of information technology Experience with modern software development or operations and their associated technologies Experience with cloud computing and related technologies and practices Has experience with the additional responsibilities of a Senior Solutions Architect Experience in Workshop facilitation How GitLab will support you Benefits to support your health, finances, and well-being All remote, asynchronous work environment Flexible PTO (paid time off) Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and development budget Parental leave Home office support Hiring process Selected candidates will be invited to schedule a screening call with our Global Recruiters. Next, candidates will be invited to schedule a first interview with the SA team Manager. Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager. Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide . Candidates may be invited to additional interviews. Successful candidates will be made an offer after references are verified.