An overview of this role

As an Strategic Account Executive, you’ll help expand GitLab’s presence across Brazil by building trusted relationships with senior leaders at large organizations and guiding them through complex platform decisions. You’ll use a consultative sales approach to connect customer business needs with our AI-powered DevSecOps platform, helping teams improve developer productivity, reduce security and compliance risk, and move software delivery forward with more confidence. In this role, you’ll support strategic accounts across the full customer journey, from early conversations through adoption, while helping us position GitLab as a leading DevSecOps partner in the Brazilian market.

You’ll work across pre-sales, post-sales, partner, marketing, and support teams, and we’ll rely on you to bring strong account leadership, customer outcomes, and clear communication in English and Portuguese. Over your first year, your impact will come from building account plans for large organizations, developing new opportunities, and helping customers successfully adopt GitLab in ways that align to their business goals.

What you’ll do

• Lead strategic account activity for large prospects and customers across Brazil, providing direction throughout pre-sales and post-sales engagements.
• Develop opportunities within enterprise accounts through prospecting, relationship building, and a consultative understanding of customer business needs.
• Create account plans and customer proposals that clearly connect GitLab capabilities to organizational priorities and transformation goals.
• Coordinate with pre-sales, post-sales, and support teams to support successful product rollout and customer adoption.
• Generate qualified pipeline in partnership with strategic channel partners and support new customer development efforts.
• Contribute customer feedback and product ideas to GitLab’s public issue tracker to represent the voice of the customer.
• Prepare activity and forecast reports, and help analyze wins and losses to improve future sales execution.
• Collaborate with marketing, account teams, product managers, and technical teams to share lessons learned and communicate customer needs clearly.

What you’ll bring

• Experience selling into large organizations and navigating complex enterprise sales cycles with multiple stakeholders.
• Ability to build and manage executive-level customer relationships with a high degree of ownership and follow-through.
• Skill in consultative selling, including shaping proposals, presentations, and formal quotes around customer business needs.
• Strength in negotiation, presentation, and closing conversations in a clear and effective way.
• Comfort working independently on complex projects while coordinating with cross-functional teams.
• Fluency in English and Portuguese for customer-facing and internal communication.
• Familiarity with GitLab or related tools, including Git, software development tools, application lifecycle management, or security and application security tools.
• Alignment with GitLab’s values, with openness to transferable experience from adjacent technical or enterprise software environments.

About the team

The team focuses on growing GitLab’s enterprise business by helping large organizations adopt a single platform for software delivery, security, and collaboration. This role works closely with cross-functional partners across sales, solutions, support, marketing, and product, and contributes to an asynchronous, distributed way of working that values transparency, accountability, and shared customer insight. The team’s work sits at the intersection of strategic growth and customer transformation, with a focus on helping enterprises evaluate, adopt, and expand their use of GitLab across complex environments.