Enterprise Account Executive - DACH

ABOUT THE ROLE As an Enterprise Account Executive - DACH, you will be the primary connection between GitLab and mid-market customers in the DACH region, working with organizations of up to 4,000 team members to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform. This role requires a strong understanding of the Enterprise market and the ability to guide customers through the full buying journey, from discovery and solution alignment through negotiation and close. WHAT YOU'LL DO As an Enterprise Account Executive - DACH, you will be responsible for managing a broad book of Enterprise business, from new prospects to growing existing accounts. Your primary responsibilities will include: - Reporting to an Area Sales Manager and owning a broad book of Enterprise business - Managing the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close - Supporting GitLab for Enterprise prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes - Analyzing wins and losses, contributing to root cause analyses, and sharing lessons learned with account managers, marketing, and technical teams - Documenting and maintaining accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline - Contributing to improving our sales handbook and processes by documenting best practices and opportunities for refinement - Providing account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success - Representing the voice of the customer by contributing product feedback and ideas to our public issue tracker WHAT YOU'LL NEED To be successful in this role, you will need to bring the following skills and experience: - Proven success in software sales, ideally in an Enterprise market context, managing a varied book of business - Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps - Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management - Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions - Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes - Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities - Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management - Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy - Fluent German language skills (required) WHY REMOTE As a remote team member, you will have the flexibility to work from anywhere and collaborate with a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment. BENEFITS - Competitive salary - Comprehensive health plan - Parental leave - Education stipend - Life insurance - Equipment stipend - Flexible schedule - Opportunity to work with a distributed team and collaborate asynchronously across regions - Alignment with GitLab's values and an interest in