Strategic Account Executive - Southeast

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 Strategic Account Executive for the Southeast region, youll drive GitLabs enterprise growth by helping some of the areas most influential organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform. Youll 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, youll act as a key connector between customer stakeholders and GitLabs field organization so GitLab is seen as a trusted, long-term partner across the full sales cycle. In your first year, youll 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.
Location: Consideration will be given to candidates located in Ohio, the Greater DC Area or Atlanta, GA
What youll do

• Own and grow strategic enterprise accounts across the Southeast region, focusing on leading organizations that can benefit from GitLabs AI-powered DevSecOps platform.
• Drive the full sales cycle from prospecting and pipeline generation through evaluation, negotiation, and close within large, complex enterprises in your territory.
• Build and deepen executive-level relationships (including C-level) to understand customer business objectives and position GitLab as a strategic partner for DevSecOps, digital transformation, and infrastructure modernization.
• Collaborate closely with GitLab Account Executives, Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to design and execute account strategies that support Net ARR performance in your territory.
• Lead detailed account planning, including opportunity mapping, stakeholder alignment, and multi-threaded engagement to expand GitLab usage within existing and new strategic enterprise customers.
• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience.
• Contribute to forecasting and pipeline reviews, providing clear visibility into deal progression, risks, and next steps for your strategic accounts, and use these insights to inform win/loss and root cause analysis.
• Prepare and deliver customer-facing and internal presentations, proposals, and reports that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab, while acting as the voice of the customer for product feedback and improvement.
  

What youll 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 Southeastern 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 GitLabs values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies.
  

About The Team
The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLabs AI-powered DevSecOps platform with our largest and most strategic customers. As a Strategic Account Executive focused on the Southeast, youll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLabs sales engineering, marketing, and customer success teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across the Southeast region.
Remote-Global
The base salary range for this roles listed level is currently for residents of the United States only. This range is intended to reflect the roles base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$98,500$174,000 USD
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.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLabs 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 GitLabs 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.