Account Executive

You will own a broad book of business spanning new prospects and existing accounts. You will guide customers through discovery, solution alignment, negotiation, and close while connecting GitLab’s DevSecOps value proposition to business outcomes. You will maintain evidence-based pipeline and account information, analyze sales outcomes, partner across pre- and post-sales functions, and share customer feedback and process improvements.

Responsibilities

• Own a broad book of business spanning new prospects and existing accounts
• Manage the full sales cycle from discovery and solution alignment through negotiation and close
• Articulate the DevSecOps value proposition and align it to customer business outcomes
• Analyze wins and losses, contribute to root-cause analyses, and share lessons learned
• Document and maintain buying criteria, buying processes, next steps, owners, and an evidence-based pipeline
• Improve the sales handbook and processes by documenting best practices and refinement opportunities
• Provide account leadership across pre- and post-sales in partnership with technical teams and customer success
• Represent customer feedback and ideas in the public issue tracker

Requirements

• Proven success in software sales, ideally in a commercial market context
• Ability to guide customers through the full buying journey
• Communication and interpersonal skills
• Experience maintaining accurate pipeline data and account plans based on evidence
• Win/loss and root-cause analysis skills
• Negotiation, customer presentation, and commercial discussion skills
• Interest in GitLab and open-source software
• Preferably familiarity with Git, software development tools, or application lifecycle management
• Willingness to travel in line with company policy
• Fluent Italian language skills

Benefits

• Health, financial, and well-being benefits
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave