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.

We are hiring this role out of Stockholm

An overview of this role

As a Strategic Account Executive based in Stockholm you’ll lead relationships with GitLab’s enteprise level prospects and customers in the telco / telcommunications industry in the Nordics region, helping them get meaningful value from our DevSecOps platform across their organizations. You’ll own the full sales cycle from prospecting and opportunity development through rollout and adoption, working closely with pre- and post-sales, support, and strategic channel partners to ensure customers successfully invest in and expand their use of GitLab. In this role, you’ll use a consultative approach to understand complex business needs, develop thoughtful account plans and proposals, and serve as the voice of the customer by contributing product feedback through our public issue tracker. Over your first year, your impact will be seen in healthy, well-managed strategic accounts, increased adoption within large enterprises, and clear insights you share back with sales management, product, marketing, and technical teams to improve how we sell and support GitLab.

What you’ll do

Acquire and manage large strategic prospects and customers in the telco industry and across other verticals throughout the full lifecycle, from initial engagement through long-term growth and renewal.
Lead account planning and strategy for named strategic accounts, aligning GitLab solutions to each customer’s business and technical needs.
Conduct prospecting and opportunity development activities within large organizations, including working closely with strategic channel partners to generate qualified leads.
Coordinate pre- and post-sales activities with Solutions Architecture, Customer Success, and Support to ensure successful rollout and adoption of GitLab.
Act as the voice of the customer by sharing feedback and contributing product ideas to GitLab’s public issue tracker.
Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to root cause analysis on wins and losses.
Communicate lessons learned, market insights, and competitive intelligence to account teams, marketing, and technical stakeholders.
Utilize a consultative sales approach to discover business issues, develop tailored proposals or presentations, and drive deals to close while managing all account-level activities under minimal supervision.

What you’ll bring

Experience managing complex sales cycles and strategic accounts in the telco space and within broader large organizations
Demonstrated ability to build and maintain strong customer relationships while driving account adoption and expansion.
Skilled in consultative selling, including discovery, framing business challenges, and presenting tailored proposals or formal sales presentations.
Comfortable working with channel partners to generate qualified leads and develop new customers.
Ability to coordinate effectively with pre-sales, post-sales, support, and marketing teams to ensure a consistent customer experience.
Competence in preparing accurate activity and forecast reports and contributing to win/loss analysis.
Familiarity with Git, software development tools, or application lifecycle management, and the ability to use GitLab or a willingness to learn.
Alignment with GitLab’s values, with openness to transferable skills and diverse backgrounds that support success in a strategic sales role.

About the team

The Strategic Account Executive joins a results-focused sales team that partners with GitLab’s largest and most strategic customers and prospects to help them realize the full value of our DevSecOps platform. You’ll work closely with account managers, sales leadership, sales engineers, customer success, marketing, and channel partners in an all-remote, asynchronous environment across regions to drive new opportunities and expand existing relationships. The team is focused on complex, consultative sales cycles, coordinated pre- and post-sales execution, and capturing customer feedback that informs our roadmap and go-to-market motions.

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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 -Telco, Nordics