Major Account Executive

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 do

• 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.

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.
• 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.

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.