Strategic Account Executive - India

Overview

Strategic Account Executive for GitLab's Mumbai territory, driving growth across large BFSI institutions and enterprises and conglomerates headquartered in the city, with a focus on adopting and expanding GitLab's AI-powered DevSecOps platform.

What you'll do

• Lead and grow GitLab's largest and most strategic BFSI, Enterprise, and Conglomerate prospects and customers in Mumbai, focusing on organisations that run mission-critical software delivery at scale
• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close, including the longer procurement, vendor risk, and security review processes typical of regulated financial institutions
• Provide hands-on account leadership throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform
• Position GitLab against regulatory and compliance priorities (for example RBI, IRDAI, and SEBI guidelines on IT governance, outsourcing, cyber resilience, and data localisation), working with Solutions Architects and Security specialists on deployment options such as self-managed and GitLab Dedicated
• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion
• Develop and maintain detailed account plans for priority customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, risk and compliance, platform, infrastructure, procurement, and business leaders
• Tailor your approach to each segment: a compliance- and risk-led value story for BFSI, and a modernisation-, productivity-, and consolidation-led story for enterprises and conglomerates with multiple business units
• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, legal, 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 GitLab's public issue tracker, and by preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address BFSI and enterprise business challenges

What you'll need

• Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions that support the software development lifecycle
• A track record selling into BFSI institutions in India, with an understanding of their buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes
• Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai
• Strong understanding of modern software delivery, including CI/CD, secure development practices (DevSecOps, supply chain security), and cloud and infrastructure modernisation, with the ability to connect platform capabilities to customer outcomes
• Working familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency, audit, and security expectations, and comfort discussing on-premises, private cloud, and hybrid deployment models
• Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders such as CIOs, CTOs, CISOs, heads of engineering, and technology risk and compliance leaders
• Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management
• Experience working with system integrators and channel partners to co-sell and deliver in the Indian market
• 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, with the flexibility to meet customers in person across Mumbai
• Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

Nice to have

• Experience across both BFSI and large enterprises or conglomerates

Details

• Location: Remote, India (territory: Mumbai)
• Team works in an all-remote, distributed environment and collaborates asynchronously across time zones
• Flexibility to meet customers in person across Mumbai