Account Executive
Pubblicato il 18-08-2026 - GitLab in Roma
As an Account Executive, you'll be the primary connection between GitLab and customers, 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. You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast‐growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root‐cause insights on wins and losses. In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.
What you'll do
Report to a Regional Sales Director and own a broad book of business,
from new prospects to growing existing accounts.
Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
Support GitLab for prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.
Analyze wins and losses, contribute to root‐cause analyses, and share lessons learned with account managers, marketing, and technical teams.
Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence‐based pipeline.
Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
Provide account leadership and direction across pre‐ and post‐sales, partnering closely with technical teams and customer success.
Represent the voice of the customer by contributing product feedback and id