Strategic Account Executive, Digital Natives - India

ABOUT THE ROLE We are seeking a Strategic Account Executive to drive GitLab's growth by helping leading digital native organisations across India adopt, implement, and expand their use of our AI-powered DevSecOps platform. As a key member of our team, you will play a critical role in shaping the future of software development and delivery. WHAT YOU'LL DO In this role, you will be responsible for leading and growing GitLab's largest and most strategic Digital Native prospects and customers across your territory. Your key responsibilities will include: * Driving the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close within large, complex Digital Native accounts * Providing 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 * Partnering 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 * Developing and maintaining detailed account plans for priority Digital Native customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, platform, and business leaders * Coordinating and facilitating the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, and support, to progress opportunities and deliver an excellent customer experience * Preparing activity and forecast reports, contributing to forecasting and pipeline reviews, and sharing root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams * Acting 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 NEED To be successful in this role, you will need: * 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 WHY REMOTE As a remote worker, you will have the flexibility to work from anywhere and enjoy a better work-life balance. You will also be part of a high-performance culture 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. BENEFITS GitLab offers a competitive salary and benefits package, including a comprehensive health insurance plan, 401(k) matching, and generous paid time off. We also offer opportunities for professional growth and development, including training and education programs, and access to cutting-edge technology and tools.