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.

Strategic Account Executive - Mumbai/ BFSI

An overview of this role

As a Strategic Account Executive for India, you will own and grow GitLab's enterprise relationships in this key India market. You'll help large organizations realize the full value of GitLab's AI-powered DevSecOps platform by leading the entire sales cycle, from prospecting and qualification through rollout and long-term adoption. Reporting to an Area Sales Manager or Regional Director, you'll use a consultative approach to understand complex customer needs, guide them through evaluation, and coordinate pre- and post-sales resources to ensure successful deployments and visible business outcomes.

You'll work under minimal supervision on complex deals, act as the voice of the customer into GitLab, and partner closely with our strategic channel partners to generate qualified opportunities and develop new customers. In your first year, you'll be expected to establish and execute clear account plans for enterprise prospects and customers in India, build strong internal and external stakeholder relationships, and consistently manage your forecast and pipeline with transparency and discipline.

What you’ll do

Support GitLab's strategic prospects and customers in India, owning the full sales cycle for large and enterprise accounts.
Lead account strategy by developing and executing account plans aligned to each customer’s business needs and long-term goals.
Conduct prospecting and opportunity development activities in named large and strategic accounts, including working closely with strategic channel partners to generate qualified leads and new customers.
Coordinate pre- and post-sales engagement with solutions architects, customer success, and support teams to ensure successful rollout, adoption, and expansion of GitLab products.
Provide clear account leadership, including regular activity, pipeline, and forecast reporting to sales management.
Analyze wins and losses, contribute to root cause analysis, and share lessons learned with account managers, marketing, and technical teams to improve future outcomes.
Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal channels.
Use a consultative sales approach to uncover business issues, shape solution recommendations, and deliver compelling proposals, quotes, and presentations that address customer requirements.

What you’ll bring

Experience managing complex sales cycles with large, strategic enterprise customers, ideally in India.
Proven ability to prospect, qualify, and develop new opportunities while also growing existing accounts through strong account management.
Skill in leading pre- and post-sales activities, coordinating with technical, support, and channel partners to drive adoption and expansion.
Proficiency in consultative selling, including uncovering business needs, building account plans, and delivering proposals and presentations that align GitLab solutions to customer outcomes.
Ability to prepare and maintain accurate activity, pipeline, and forecast reports, and to contribute to win/loss and root cause analysis.
Effective communication and collaboration skills to share customer feedback and lessons learned with sales management, product, marketing, and technical teams.
Familiarity with software development concepts and tools, with preferred exposure to Git, software development tools, or application lifecycle management.
Alignment with GitLab’s values, openness to learning, and interest in applying transferable skills even if your background does not match every requirement exactly.

About the team

The Strategic Account Executive will join our India enterprise sales team, which focuses on driving GitLab adoption with large customers in India. We are responsible for the full relationship lifecycle with enterprise accounts, from initial engagement through long-term expansion and advocacy, ensuring our customers realize value from GitLab's DevSecOps platform. We work in an all-remote, distributed environment and collaborate asynchronously across time zones with sales leadership, solutions architects, customer success, marketing, and channel partners. We are currently focused on maintaining and growing our existing footprint in the region, executing a consistent global sales motion while adapting to local customer needs and partnering closely with strategic channel organizations to reach and support key accounts.

How GitLab will support you

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.

Strategic Account Executive - India ( Mumbai BFSI )