Major Account Executive, France

Responsibilities

• Own a portfolio of strategic and enterprise accounts, driving both 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.
• 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 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

• Ability to translate customer needs into clear feedback for product, marketing, and technical teams.
• Ability to discuss business value with senior stakeholders and align solutions to customer goals and challenges.
• Familiarity with Git, software development tools, or application lifecycle management, and the ability to learn GitLab's platform.
• Experience within software, developer tools, or related technology environments is helpful but not required.

An overview of this role

As a Strategic Account Executive, you'll own a portfolio of strategic and large customers and prospects in France, helping them get the most value from GitLab's AI-powered platform for software development, security, and operations (DevSecOps). You'll win new enterprise accounts and expand GitLab's footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion. You'll work closely with pre- and post-sales teams and strategic channel partners throughout the sales cycle, from prospecting and qualification through rollout, usage, and long-term growth.

What you'll bring

• Experience owning and growing large, complex accounts within strategic or enterprise organizations, including both new business development and expansion within existing customers.
• Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing.
• Skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support.
• We welcome transferable experience from different industries or backgrounds.

About the team

You'll join a regional Strategic Sales team that focuses on our largest and most complex customers in Europe. We own a defined list of strategic prospect and existing accounts and collaborate closely with Solutions Architects, Customer Success, Support, and Channel partners to drive both new customer acquisition and expansion of GitLab's footprint. Our Strategic Sales team spends a lot of time collaborating and meeting with customers, so travel will be expected. We're focused on helping enterprise customers adopt the GitLab DevSecOps platform at scale, navigating complex buying groups, and shaping long-term partnerships that support customers' business and technology goals.

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

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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