Strategic Account Executive

This is a fully remote position, open to applicants in India.

📋 Description

• Propel GitLab's expansion within major BFSI institutions, enterprises, and conglomerates in the Mumbai region.

• Assist organizations in adopting, implementing, and scaling their utilization of GitLab's AI-driven DevSecOps platform.

• Create a sales pipeline that leads to measurable Net ARR and sustained growth.

• Oversee the complete enterprise sales cycle from prospecting and pipeline development to qualification, evaluation, negotiation, and closure.

• Handle procurement, vendor risk, and security review processes for regulated financial institutions.

• Provide account leadership throughout both pre-sales and post-sales phases to facilitate customer adoption.

• Position GitLab in alignment with RBI, IRDAI, and SEBI regulatory and compliance requirements.

• Collaborate with Sales Development Representatives, Solutions Architects, Customer Success teams, system integrators, and channel partners.

• Formulate comprehensive account plans that include opportunity mapping, stakeholder alignment, and multi-threaded engagement.

• Coordinate efforts among sales leadership, marketing, product, legal, and support teams.

• Generate activity and forecast reports; engage in forecasting and pipeline reviews.

• Share insights from root-cause analysis and lessons learned from both successes and setbacks.

• Contribute product suggestions to GitLab's public issue tracker.

• Prepare and deliver presentations, quotes, proposals, and formal sales documents for both customers and internal stakeholders.

⛳️ Requirements

• Extensive experience in driving complex B2B software sales cycles with large enterprise customers, particularly in DevSecOps, software development tools, or related SaaS and infrastructure solutions.

• Proven track record of selling to BFSI institutions in India, with insights into buying behavior, lengthy evaluation cycles, vendor risk assessments, and procurement processes.

• Ability to prospect, develop a pipeline, and secure new business while fostering strategic relationships within large accounts throughout Mumbai.

• Strong grasp of modern software delivery methods, including CI/CD, secure development practices, DevSecOps, supply chain security, and cloud and infrastructure modernization.

• Awareness of the regulatory and compliance framework for Indian financial institutions, encompassing data residency, audit, and security expectations.

• Comfort discussing on-premises, private cloud, and hybrid deployment models.

• Ability to influence complex organizations and cultivate relationships with CIOs, CTOs, CISOs, engineering heads, and leaders in technology risk and compliance.

• Experience in developing and executing account plans, opportunity mapping, multi-threaded engagement, and managing deals and accounts.

• Familiarity with working alongside system integrators and channel partners within the Indian market.

• Strong communication and interpersonal skills, including customer presentations, negotiations, executive-level discussions, and coordinating internal resources.

• Ability to work independently and asynchronously in a fully remote setting.

• Willingness to meet customers in person throughout Mumbai.

• Understanding of forecasting, pipeline management, and reporting practices.

• Capability to integrate AI into daily operations.

🏝️ Benefits

• Benefits to promote your health, financial stability, and overall 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.

• Flexibility to meet customers in person across Mumbai.