Strategic Account Executive - Germany

About the Role
As a Strategic Account Executive, you will own a portfolio of strategic and large customers and prospects in Germany, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll break into net 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 of GitLab. You’ll work closely with pre‑and post‑sales teams and strategic channel partners to drive full‑cycle sales, from prospecting and qualification through rollout, usage, and long‑term growth, while acting as the voice of your customers by feeding their feedback and product ideas into GitLab’s public issue tracker.

What you’ll do

Own a portfolio of strategic and enterprise accounts in Germany, driving both net‑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.

Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal stakeholders.

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 continuously improve sales execution.

Partner with Marketing to shape and execute account‑based and regional campaigns that support pipeline generation and expansion in your territory.

What you’ll bring

Experience owning and growing large, complex accounts, including both new business development and expansion within existing customers.

Background selling into strategic or enterprise organizations, ideally within software, developer tools, or related technology environments.

Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing.

Demonstrated skill in account planning, forecast management, and coordinating cross‑functional resources across pre‑sales, post‑sales, and support.

Effective communicator who can translate customer needs into clear feedback for product, marketing, and technical teams.

Comfortable discussing business value with senior stakeholders and aligning solutions to customer goals and challenges.

Familiarity with Git, software development tools, or application lifecycle management, and ability to learn GitLab’s platform.

Alignment with GitLab’s values and openness to bringing 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 Germany, with a specific focus on the South. 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 are focused on helping enterprise customers adopt the GitLab DevSecOps platform at scale, navigating complex buying centers, and shaping long‑term partnerships that support customers’ business and technology goals.

Benefits

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

Equal Employment Opportunity
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 family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active‑duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and “EEO is the Law.” If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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