Major Account Executive - San Francisco

As a Major Account Executive for the San Francisco 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 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.

• Drive strategic growth by leading GitLab's enterprise accounts across San Francisco 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.

• Experience driving complex B2B software sales cycles with enterprise customers ideally in DevSecOps software development tools or adjacent SaaS solutions.
• Background selling into large enterprise accounts in San Francisco United States with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams.
• Knowledge of San Francisco 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.

The Enterprise Sales team is responsible for driving growth adoption and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers. As a Major Account Executive focused on San Francisco you'll be part of a distributed all-remote team that works asynchronously across regions and partners closely with GitLab's 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 San Francisco region.

What We Do

GitLab is an open core software company that develops the most comprehensive DevSecOps Platform used by more than 100000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values. We strive to create a transparent environment where all team members around the world feel that their voices are heard and welcomed. We also aim to be a place where people can show up as their full selves each day and contribute their best.

Why Work With Us

We’ve got big ambitions to make GitLab the most comprehensive AI-powered DevSecOps platform and need skilled contributors to get us there. At GitLab your contributions shape the future of software development at a time when AI is changing the way software is built. Together we're building the most comprehensive AI-powered DevSecOps platform.

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