Strategic Account Executive - Northeast at Gitlab

This role is designed for a seasoned enterprise sales professional with a track record of closing complex B2B software deals in the Northeast US. The ideal cand

Work type: remote

Location: Remote, US

Salary: $98,600 – $174,000/yr

Type: Full-time

Summary

This role is designed for a seasoned enterprise sales professional with a track record of closing complex B2B software deals in the Northeast US. The ideal candidate has deep experience in the DevSecOps or SaaS space and is comfortable navigating multi-stakeholder environments to drive both new business and account expansion. If you are a consultative seller who thrives in a high-growth, remote-first environment and can build C-suite relationships, this is a prime opportunity. The compensation structure is highly competitive, with a base salary up to $174k and an OTE potential of double that (100% commission target). As a fully remote role within a company famous for its "all-remote" culture, you’ll enjoy significant flexibility. GitLab also offers rare perks like a growth and development fund, home office support, and equity compensation, making it a strong choice for long-term career acceleration. **You might be a good fit if you...** * Have extensive experience selling DevSecOps or enterprise SaaS tools to Fortune 500-level accounts. * Possess an established professional network within key industries in the Northeast US. * Are proficient with Salesforce and comfortable incorporating AI tools into your daily sales workflow. * Excel at orchestrating internal teams (Solutions Architects, Channel Partners) to win complex deals.

Job Description

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](https://handbook.gitlab.com/handbook/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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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.

## An overview of this role

As a Strategic Account Executive for the Northeast region, you'll drive GitLab's enterprise growth by helping some of the area's most influential organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on strategic enterprise accounts, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organization 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 enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health.

## What you'll do

Drive strategic growth by leading GitLab's enterprise accounts across the Northeast, serving as a trusted technology advisor to industry leaders in your territory.

Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists to deliver transformative, AI-powered DevSecOps solutions.

Shape the future of software development by crafting innovative solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives.

Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories so you can position GitLab as their indispensable technology ally.

Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing major accounts.

Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation, ensuring a consistent, high-quality experience at every stage of the sales cycle.

Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights that refine our go-to-market approach.

Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab.

## What you'll bring

Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.

Background selling into large, strategic enterprise accounts in the Northeast United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams.

Knowledge of the Northeast 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 that lead to sustainable, long-term customer partnerships.

Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful 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 your daily work, and travel as needed while following company travel policies.

## About the team

The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers. As a Strategic Account Executive focused on the Northeast, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across the Northeast region.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range
$98,600—$174,000 USD

#### How GitLab Supports Full-Time Employees

[Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)

[Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/paid-time-off/)

[Team Member Resource Groups](https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.)

[Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/)

[Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/)

[Parental leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave)

[Home office](https://handbook.gitlab.com/handbook/finance/expenses/#equipment) 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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.

View this job on nocollar jobs