You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab.

Reporting to an Area Sales Manager and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses.

In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

Responsibilities:

• Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts.

• Manage the full sales cycle for Commercial prospects, from discovery and solution alignment through negotiation and close.

• Support GitLab for Commercial prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.

• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.

• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.

• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.

• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.

• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Requirements:

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.

• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.

• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.

• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.

• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.

• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.

• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.

• Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.

• Fluent German language skills (required).

About the team:

The Mid-market Sales team focuses on helping growing organisations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle.

You'll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment.

We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab.

We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.

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You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab.

Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses.

In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

Responsibilities:

• Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts.

• Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.

• Support GitLab for prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.

• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.

• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.

• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.

• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.

• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Requirements:

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.

• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.

• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.

• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.

• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.

• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.

• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.

• Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.

• Fluent Italian language skills (required).

About the team:

The Mid-market Sales team focuses on helping growing organisations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle.

You'll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment.

We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab.

We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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We are looking for a Partner AI Deployment Engineer (P-ADE) to lead technical delivery with OpenAI partners across EMEA and help scale customer deployments built on the OpenAI platform. This role focuses on working across a wide range of customer use cases, supporting the design, deployment and scaling of production-grade AI solutions delivered through partners.

You will work closely with partner delivery teams, alongside Solutions Engineers (SEs), Forward Deployed Engineers (FDEs) and other ADEs, to move customer engagements from initial design through to stable, scaled production. Your work will accelerate time to value, reduce delivery risk and ensure solutions meet OpenAI’s standards for quality, safety and reliability. You will collaborate closely with GTM, Applied, and Research to support partner-led enterprise adoption.

This role is based in Paris or Munich. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Act as a primary technical delivery partner for a set of OpenAI partners across EMEA, supporting customer deployments across multiple industries and use cases.

• Work with partner delivery teams and customer stakeholders to translate solution designs into deployable, production-ready architectures on the OpenAI platform.

• Support customer time to value through hands-on prototyping, integration support, architectural guidance and troubleshooting during critical phases of delivery.

• Collaborate closely with SEs, FDEs, and other ADEs to ensure the right technical expertise is engaged from design through production rollout.

• Help partners operationalise solutions by addressing scalability, reliability, security and safety considerations required for enterprise production environments.

• Contribute to reusable deployment patterns, reference architectures and delivery guidance that enable repeatable execution across partner engagements.

• Act as a technical quality and governance point during deployments, helping ensure solutions meet OpenAI’s standards and best practices before and after go-live.

• Capture and synthesise feedback from real customer deployments and share insights with Applied, Research and partner teams to improve delivery playbooks and platform capabilities.

You’ll thrive in this role if you:

• Have 8+ years of experience in technical consulting, solution delivery or a similar role, working with senior technical and business leaders on complex enterprise deployments.

• Have experience delivering large, multi-stakeholder technical projects in partnership with boutique services organisations, system integrators or similar delivery environments.

• Have strong hands-on experience building, integrating and operating production software using modern languages such as Python or JavaScript.

• Have designed, deployed and supported Generative AI and or machine learning solutions in real-world production environments.

• Have practical experience working with the OpenAI platform in customer-facing or delivery contexts.

• Are a clear communicator who can work effectively with partner engineers, internal teams and customer stakeholders.

• Take ownership of delivery problems end to end and are comfortable operating in ambiguous, fast-moving environments.

• Bring a collaborative, humble mindset and enjoy working across partners and internal teams to deliver successful customer outcomes.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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