Strategic Account Executive - Digital Natives

Strategic Account Executive - Digital Natives

As a Strategic Account Executive for our Digital Natives segment, you'll drive GitLab's growth by helping leading digital native organisations across India adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on large, complex enterprise accounts, guiding customers through modernisation and DevSecOps transformations while driving pipeline generation that translates into measurable Net ARR and long-term expansion. In this role, you'll use your understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation, to connect customer stakeholders with GitLab's field organisation 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 digital natives portfolio across your territory, create repeatable sales motions aligned to how modern product and engineering organisations buy and adopt platforms, and consistently forecast and report on deal progress and account health.

Some examples of our projects

• Building and growing a territory plan focused on large, high-growth digital native organisations, from new logo prospecting through long-term account expansion on GitLab's AI-powered DevSecOps platform

• Leading complex, multi-stakeholder sales cycles and partnering with Solutions Architects, Sales Development, Customer Success, and channel partners to position GitLab as a trusted platform for modern software delivery, security, and compliance needs

What you'll do

• Lead and grow GitLab's largest and most strategic Digital Native prospects and customers across your territory, focusing on organisations building modern software products at scale

• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts

• Provide hands-on account leadership and direction throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform

• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion within Digital Native organisations

• Develop and maintain detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders

• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience

• Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams

• Act as the voice of the customer by contributing product ideas to our public issue tracker, preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address Digital Native business challenges and clearly communicate long-term value and outcomes

What you'll bring

• Deep experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions that support the software development lifecycle

• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large digital native accounts across your territory

• Strong understanding of modern software delivery, including continuous integration and continuous delivery (CI/CD), secure development practices, and cloud and infrastructure modernization, with the ability to connect platform capabilities to customer outcomes

• Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders across engineering, security, operations, and business teams

• Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management

• Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations and coordinating internal resources to move opportunities forward

• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team

• Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions