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.
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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining whats possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform , customers get AI benefits 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, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. An overview of this role As a New Business Account Executive in India, youll be at the forefront of GitLabs growth strategy, exclusively focused on acquiring new logos and expanding our market presence across the region. Youll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining a high pace in building pipeline and progressing deals as a new business professional. Youll guide prospects through their first evaluations of GitLab s AI-powered DevSecOps platform, building a healthy, sustainable pipeline that translates into new Net ARR and long-term opportunity. In this role, youll act as a key connector between prospective customer stakeholders and GitLabs field organization so GitLab is seen as a trusted partner from the very first interaction through close. Youll work to build a greenfield territory in India, establish repeatable new logo sales motions, and regularly forecast and report on deal progress, prospecting activities, and pipeline health. This is a greenfield opportunity for someone who combines enterprise-level sophistication with startup velocity. Youll need to think strategically while executing with urgency. You know how to sell innovation and change through customer vision expansion, compressing decision cycles while building trust at the C-level. Youll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximise every opportunity. You proactively open new accounts and build relationships from scratch through targeted outreach and consistent follow-up. What youll do Own the full new logo acquisition cycle for your India territory from prospecting through close. Build and maintain 3-4x pipeline coverage through high-volume prospecting activities, dedicating 40-50% of your time to pipeline generation. Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities across India-based accounts. Run 3-5 high-quality discovery meetings per day with senior stakeholders, uncovering business pain points and articulating compelling value propositions that resonate at executive levels. Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees in high-growth and enterprise organizations. Develop and execute strategic territory plans for India, identifying high-value targets and creating a qualified account prioritisation strategy for greenfield accounts. Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept (POCs), and ensure smooth post-sale transitions for new customers. Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable new logo revenue. Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting for your India territory. Exceed quarterly and annual quotas (new logo count) while maintaining high activity levels and strong pipeline velocity metrics. What youll bring 3-5 years of B2B SaaS sales experience, including at least 1 year focused on new business development and net-new logo acquisition in India or similar high-growth markets. Proven track record of strong performance in closing new logos and owning full-cycle deals. Experience with consumption-based or usage-based business models and the ability to articulate value beyond traditional licensing to senior decision-makers. Strong discovery and qualification capabilities using consultative, value-based selling to uncover business pain and build compelling business cases for C-level stakeholders. Demonstrated ability to compress sales cycles, manage multiple complex opportunities simultaneously (15-20+ active deals), and maintain accurate forecasting and Salesforce hygiene. Strong work ethic and focus on results, shown through consistently high activity levels and persistence, strong prospecting volume, a healthy sense of competition, and motivation to hit ambitious targets in a fast-paced, new-business environment. Excellent communication, storytelling, and presentation skills with the ability to craft and deliver executive-level presentations that create urgency and align diverse stakeholders. Proficiency with modern sales methodologies (for example, MEDDPICC and Command of the Message) and a contemporary sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense. About the team The New Business Sales team focuses on helping customers adopt and get long-term value from GitLabs AI-powered DevSecOps platform. As a New Business Account Executive, youll be part of a distributed, all-remote group that works asynchronously and partners closely with GitLabs solutions architects, marketing, sales development, and customer success teams. We support one another through shared planning, regular deal strategy sessions, and active knowledge sharing. Our New Business team operates like a startup within the company. Were builders, prospectors, and market makers who value experimentation, ownership, and thoughtful account coverage. We look for sales professionals who proactively pursue new opportunities and are comfortable reaching out to accounts that may not know us yet. Our team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and support each other in getting better over time. Youll be surrounded by teammates who are passionate about their craft and committed to building something special. Youll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of our team and help us build something special! How GitLab will support you Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation Employee Stock Purchase Plan Growth and Development Fund Parental leave Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If youre excited about this role, please apply and allow our recruiters to assess your application. 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.