Major Account Executive

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 what's 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.

This role will be located in Paris 

As a Major Account Executive based in Paris, you'll own and grow some of GitLab's most complex and strategic customer relationships. You'll guide major accounts through the full sales cycle, using a consultative, solution-focused approach to help them adopt GitLab's DevSecOps platform and improve how they plan, build, secure, and ship software. Reporting to an Area Sales Manager or Regional Director, you'll coordinate virtual teams across Solutions Architecture, Customer Success, Professional Services, Marketing, and Channel partners to deliver clear value, deepen long-term partnerships, and drive successful rollouts and adoption. In your first year, you'll be focused on understanding your customers' business strategies and performance metrics, building account plans grounded in their needs, and consistently turning complex opportunities into sustainable, strategic wins.

• Manage and grow strategic major accounts in Paris, acting as the primary point of contact and trusted advisor for GitLab.
• Lead the end to end sales process, coordinating resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.
• Develop and execute account plans based on customers' business strategies, objectives, and performance metrics to drive long-term partnerships.
• Use a consultative, solution selling approach to discover customer needs, position GitLab's value, and craft tailored proposals, quotes, and presentations.
• Provide account leadership in both pre- and post-sales stages to ensure successful rollout, adoption, and expansion of GitLab products.
• Deepen understanding of customers' industries, competitive landscape, and software development practices, including Git and software development tools, to inform sales strategy.
• Analyze wins and losses, contribute to root cause reviews, and share insights and lessons learned with account managers, marketing, and technical teams.
• Conduct ongoing prospecting and opportunity development within designated major accounts, including onsite or virtual customer meetings in line with GitLab's travel policy.

• Experience owning and growing major accounts in highly complex organizations, ideally in the enterprise software space.
• Track record of consistent quota attainment through consultative, value-based selling and strategic account planning.
• Ability to communicate and present clearly to senior and C-level stakeholders, tailoring messages to business and technical audiences.
• Familiarity with Git, software development tools, and application lifecycle management, with the ability to translate technical capabilities into business outcomes.
• Proficiency using GitLab or willingness to learn the platform and apply it in customer conversations.
• Collaborative approach to working with cross-functional teams such as Solutions Architects, Customer Success, Professional Services, Marketing, and Partners.
• Comfort operating independently in a results-driven, all-remote environment, including managing priorities across multiple stakeholders.
• Openness to candidates with transferable experience from related enterprise sales roles who are motivated to learn GitLab's product and customer landscape.

You'll join a collaborative, quota-carrying sales team focused on expanding GitLab's presence within highly complex, strategic enterprises. We partner closely with Solutions Architects, Customer Success Managers, Professional Services, Marketing, and Channel partners to deliver the full value of GitLab's DevSecOps platform to major accounts. We work all-remote and asynchronously across regions, using shared account plans and clear communication to coordinate executive engagement, manage long sales cycles, and support successful product adoption. We focus on deepening multi-year relationships, navigating complex stakeholder landscapes, and helping customers modernize their software development practices with GitLab.

#LI-JM2 

• 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 you're 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.  

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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.