Strategic Account Executive - Remote Role in Germany

About the Role

GitLab is seeking a Strategic Account Executive to join our team in a remote role focused on Germany. In this position, you will manage a portfolio of strategic and large customers, helping them maximize the value of GitLab’s AI-powered DevSecOps platform. As a Strategic Account Executive remote, you will leverage your consultative sales skills to drive new customer acquisition and expand existing accounts.

What You'll Do

• Own a portfolio of strategic and enterprise accounts in Germany, driving both net-new customer acquisition and expansion within existing customers.
• Lead complex sales cycles from prospecting and qualification through negotiation and close, using a consultative approach grounded in customer business needs.
• Develop and execute structured account plans that map customer priorities to GitLab’s DevSecOps and AI-powered platform capabilities.
• Collaborate closely with pre-sales, customer success, support, and strategic channel partners to ensure successful evaluations, rollouts, and long-term adoption of GitLab.
• Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal stakeholders.
• Generate and nurture qualified pipeline through targeted outreach, joint activities with channel partners, and effective use of existing relationships.
• Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to win/loss analysis to continuously improve sales execution.
• Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory.

Requirements

• Experience owning and growing large, complex accounts, including both new business development and expansion within existing customers.
• Background selling into strategic or enterprise organizations, ideally within software, developer tools, or related technology environments.
• Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing.
• Demonstrated skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support.
• Effective communicator who can translate customer needs into clear feedback for product, marketing, and technical teams.
• Comfortable discussing business value with senior stakeholders and aligning solutions to customer goals and challenges.
• Familiarity with Git, software development tools, or application lifecycle management, and ability to learn GitLab’s platform.
• Alignment with GitLab’s values and openness to bringing transferable experience from different industries or backgrounds.

Nice to Have

• Experience in a remote work environment.
• Knowledge of AI and its applications in software development.
• Familiarity with DevSecOps practices.

What We Offer

• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity Compensation & Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental leave.
• Home office support.

GitLab is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, ancestry, sex, national origin, age, citizenship, marital status, disability, genetic information, or any other basis protected by law.