Strategic Account Executive - India

Responsibilities

• Lead and grow GitLab's largest and most strategic BFSI, Enterprise, and Conglomerate prospects and customers in Mumbai, focusing on organisations that run mission-critical software delivery at scale
• Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close, including the longer procurement, vendor risk, and security review processes typical of regulated financial institutions
• Provide hands-on account leadership throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform
• Position GitLab against regulatory and compliance priorities (for example RBI, IRDAI, and SEBI guidelines on IT governance, outsourcing, cyber resilience, and data localisation), working with Solutions Architects and Security specialists on deployment options such as self-managed and GitLab Dedicated
• Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion
• Develop and maintain detailed account plans for priority customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, risk and compliance, platform, infrastructure, procurement, and business leaders
• Tailor your approach to each segment: a compliance- and risk-led value story for BFSI, and a modernisation-, productivity-, and consolidation-led story for enterprises and conglomerates with multiple business units
• Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, legal, and support, to progress opportunities and deliver an excellent customer experience
• Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams
• Act as the voice of the customer by contributing product ideas to our public issue tracker, and by preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address BFSI and enterprise business challenges and clearly communicate long-term value and outcomes.

Languages