You'll focus on strategic enterprise accounts, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion.

In this role, you'll act as a key connector between customer stakeholders and GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle.

In your first year, you'll be expected to build a strong enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health.

Responsibilities:

• Drive strategic growth by leading GitLab's enterprise accounts across the Northeast, serving as a trusted technology advisor to industry leaders in your territory.

• Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists to deliver transformative, AI-powered DevSecOps solutions.

• Shape the future of software development by crafting innovative solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives.

• Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories so you can position GitLab as their indispensable technology ally.

• Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing major accounts.

• Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation, ensuring a consistent, high-quality experience at every stage of the sales cycle.

• Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights that refine our go-to-market approach.

• Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab.

Requirements:

• Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.

• Background selling into large, strategic enterprise accounts in the Northeast United States, with the ability to build trusted C-level and senior stakeholder relationships across business and technical teams.

• Knowledge of the Northeast enterprise market, including key industries, buying centres, and decision-making dynamics, with the ability to build and nurture a relevant professional network.

• Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships.

• Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption.

• Effective communication and interpersonal skills, with the ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure.

• Ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies.

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