Senior Strategic Account Executive - California

Overview

Lead enterprise accounts in California for GitLab's AI-powered DevSecOps platform, driving adoption, expansion and pipeline that translates into measurable Net ARR.

What you'll do

• Drive strategic growth by leading GitLab's enterprise accounts across California, serving as a trusted technology advisor to industry leaders in your territory.
• Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success, Sales Development, Channel & Alliances, and other technical specialists.
• Shape the future of software development by crafting solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives.
• Build deep, strategic partnerships by mastering customers' industry landscape, success metrics, and growth trajectories.
• Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement.
• Lead end-to-end customer journeys from discovery through evaluation, negotiation, and implementation.
• Champion continuous improvement by contributing to forecasting and pipeline reviews, win/loss analyses, and go-to-market insights.
• Prepare and deliver customer-facing and internal presentations, proposals, and recommendations that communicate value and business outcomes.

What you'll need

• 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 California, United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams.
• Knowledge of the California 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.
• Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support 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 daily work, and travel as needed while following company travel policies.

Details

• Remote role based in California, United States; part of a distributed, all-remote team working asynchronously across regions.
• Base salary range of $114,800 to $172,200 USD for United States residents only, excluding bonuses, equity, and benefits.
• Sales roles are eligible for incentive pay targeted at up to 100% of offered base salary.
• Travel as needed, following company travel policies.