An overview of this role

As a Strategic Account Executive, you will own a portfolio of strategic and large customers and prospects in Poland, 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.

This role will need to be based remotely in UK, Ireland, Netherlands, France, Spain or Germany but selling to accounts in Poland.

What you’ll do

• Own a portfolio of strategic and enterprise accounts, 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 Central 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 spend 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.