Strategic Account Executive

Posted 15hrs ago

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Job Description

Strategic Account Executive growing GitLab's AI-powered DevSecOps platform across Mumbai BFSI institutions, enterprises, and conglomerates. Driving complex enterprise sales cycles, pipeline, and long-term account expansion.

Responsibilities:

Drive GitLab's growth across large BFSI institutions, enterprises, and conglomerates in the Mumbai territory
Help organisations adopt, implement, and expand their use of GitLab's AI-powered DevSecOps platform
Build pipeline that translates into measurable Net ARR and long-term expansion
Lead the full enterprise sales cycle from prospecting and pipeline generation through qualification, evaluation, negotiation, and close
Manage procurement, vendor risk, and security review processes for regulated financial institutions
Provide account leadership throughout pre-sales and post-sales to support customer adoption
Position GitLab against RBI, IRDAI, and SEBI regulatory and compliance priorities
Partner with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and channel partners
Develop detailed account plans with opportunity mapping, stakeholder alignment, and multi-threaded engagement
Coordinate sales leadership, marketing, product, legal, and support resources
Prepare activity and forecast reports; contribute to forecasting and pipeline reviews
Share root-cause analysis and lessons learned from wins and losses
Contribute product ideas to GitLab's public issue tracker
Prepare and deliver customer-facing and internal presentations, quotes, proposals, and formal sales documents

Requirements:

Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions
Track record selling into BFSI institutions in India, with understanding of buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes
Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai
Strong understanding of modern software delivery, including CI/CD, secure development practices, DevSecOps, supply chain security, and cloud and infrastructure modernisation
Familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency, audit, and security expectations
Comfort discussing on-premises, private cloud, and hybrid deployment models
Ability to influence complex organisations and build relationships with CIOs, CTOs, CISOs, heads of engineering, and technology risk and compliance leaders
Experience creating and executing account plans, opportunity mapping, multi-threaded engagement, and deal and account management
Experience working with system integrators and channel partners in the Indian market
Effective communication and interpersonal skills, including customer presentations, negotiations, executive-level conversations, and internal resource coordination
Capacity to work autonomously and asynchronously in a fully remote environment
Flexibility to meet customers in person across Mumbai
Familiarity with forecasting, pipeline hygiene, and reporting
Ability to incorporate AI into daily workflows