Strategic Account Executive, Digital Natives - India

About this role

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

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

 

How GitLab Supports Full-Time Employees

Benefits to support your health, finances, and well-being

Flexible Paid Time Off 

Team Member Resource Groups

Equity Compensation & Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave 

Home Office Support

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 fami…