Account Executive

As a Strategic Account Executive for the Southeast region, you'll drive GitLab's enterprise growth by helping some of the area's most influential organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on strategic enterprise accounts, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organization so GitLab is seen as a trusted, long-term partner across the full sales cycle. In your first year, you'll be expected to build a strong enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health. What you'll do - Drive strategic growth by leading GitLab's enterprise accounts across the Southeast, 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 major 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, proposals, and recommendations that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab. What you'll bring - Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions. - Background selling into large, strategic enterprise accounts in the Southeast United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams. - Knowledge of the Southeast enterprise market, including key industries, buying centers, and decision-making dynamics, with the ability to build and nurture a relevant professional network. - Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships. - Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption. - Effective communication and interpersonal skills, with the ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure. - Ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies.