Senior Strategic Account Executive
Drives enterprise sales growth for GitLab across California, managing complex B2B software sales cycles, strategic account plans, stakeholder relationships, pipeline generation, and expansion. The role requires enterprise selling experience and strong consultative communication skills.
About the job
Responsibilities
- Drive strategic growth across enterprise accounts in California, serving as a trusted technology advisor.
- Develop and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement.
- Lead complex sales cycles from discovery through evaluation, negotiation, and implementation.
- Orchestrate Solutions Architects, Customer Success, Sales Development, Channel & Alliances, and other specialists to deliver customer solutions.
- Align GitLab's platform with customers' long-term vision, compliance needs, and business objectives.
- Build relationships with C-level and senior stakeholders across business and technical teams.
- Drive new business acquisition, account expansion, pipeline generation, and partner co-selling.
- Contribute to forecasting, pipeline reviews, win/loss analysis, and go-to-market improvements.
- Prepare customer-facing and internal presentations, proposals, and recommendations.
- Use GitLab and Salesforce in daily work and travel as needed.
Requirements
- Experience driving complex B2B software sales cycles with enterprise customers.
- Experience selling into large enterprise accounts in California, United States.
- Ability to build trusted relationships with C-level and senior stakeholders.
- Knowledge of the California enterprise market, industries, buying centers, and decision-making dynamics.
- Ability to drive acquisition and expansion through consultative, multi-stakeholder sales motions.
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support adoption.
- Strong communication, interpersonal, account strategy, and stakeholder influence skills.
Nice to Have
- Experience selling DevSecOps, software development tools, or adjacent SaaS solutions.
- Relevant professional network in the California enterprise market.
Compensation and Benefits
- Base salary: $114,800–$172,200 USD.
- Sales incentive pay targeted at up to 100% of offered base salary.
- Equity compensation and employee stock purchase plan.
- Flexible paid time off, health and well-being benefits, parental leave, team member resource groups, and a growth and development fund.
Skills
B2B Software Sales, DevSecOps, SaaS, Salesforce, Account Planning, Pipeline Generation, Consultative Selling, Channel Partnerships, Co-Selling, Forecasting
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