Strategic Account Executive

🔥 5 minutes ago

🇮🇳 India – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Drive GitLab's growth across large BFSI institutions, enterprises, and conglomerates in the Mumbai territory • Help organisations adopt, implement, and expand their use of GitLab's AI-powered DevSecOps platform • Build pipeline that translates into measurable Net ARR and long-term expansion • Lead the full enterprise sales cycle from prospecting and pipeline generation through qualification, evaluation, negotiation, and close • Manage procurement, vendor risk, and security review processes for regulated financial institutions • Provide account leadership throughout pre-sales and post-sales to support customer adoption • Position GitLab against RBI, IRDAI, and SEBI regulatory and compliance priorities • Partner with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and channel partners • Develop detailed account plans with opportunity mapping, stakeholder alignment, and multi-threaded engagement • Coordinate sales leadership, marketing, product, legal, and support resources • Prepare activity and forecast reports; contribute to forecasting and pipeline reviews • Share root-cause analysis and lessons learned from wins and losses • Contribute product ideas to GitLab's public issue tracker • Prepare and deliver customer-facing and internal presentations, quotes, proposals, and formal sales documents

🎯 Requirements

• Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions • Track record selling into BFSI institutions in India, with understanding of buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes • Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai • Strong understanding of modern software delivery, including CI/CD, secure development practices, DevSecOps, supply chain security, and cloud and infrastructure modernisation • Familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency, audit, and security expectations • Comfort discussing on-premises, private cloud, and hybrid deployment models • Ability to influence complex organisations and build relationships with CIOs, CTOs, CISOs, heads of engineering, and technology risk and compliance leaders • Experience creating and executing account plans, opportunity mapping, multi-threaded engagement, and deal and account management • Experience working with system integrators and channel partners in the Indian market • Effective communication and interpersonal skills, including customer presentations, negotiations, executive-level conversations, and internal resource coordination • Capacity to work autonomously and asynchronously in a fully remote environment • Flexibility to meet customers in person across Mumbai • Familiarity with forecasting, pipeline hygiene, and reporting • Ability to incorporate AI into daily workflows

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off (PTO) • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental Leave • Fully remote, distributed work environment • Flexible opportunity to meet customers in person across Mumbai