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GitLabStrategic Account Executive - India
GitLab is seeking a Strategic Account Executive to drive expansion and manage accounts across the Mumbai territory, focusing on the Banking, Financial Services, and Insurance (BFSI)…
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About This Role
GitLab is seeking a Strategic Account Executive to drive expansion and manage accounts across the Mumbai territory, focusing on the Banking, Financial Services, and Insurance (BFSI) sector alongside large enterprises and conglomerates. GitLab builds an intelligent orchestration platform for DevSecOps that helps organizations enhance developer productivity, streamline operational efficiency, minimize security and compliance risks, and accelerate digital transformation. Over 50 million registered users and more than half of the Fortune…
Job Description
GitLab is seeking a Strategic Account Executive to drive expansion and manage accounts across the Mumbai territory, focusing on the Banking, Financial Services, and Insurance (BFSI) sector alongside large enterprises and conglomerates. GitLab builds an intelligent orchestration platform for DevSecOps that helps organizations enhance developer productivity, streamline operational efficiency, minimize security and compliance risks, and accelerate digital transformation. Over 50 million registered users and more than half of the Fortune 100 rely on GitLab to deliver more secure software at a faster pace.
In this role, the Strategic Account Executive will spearhead full-cycle enterprise sales, nurture pipelines, and lead pre- and post-sales strategies to help regulated institutions adopt the AI-powered DevSecOps platform. The candidate will navigate complex procurement processes, coordinate cross-functional teams, and position GitLab against local regulatory guidelines such as RBI, IRDAI, and SEBI.
GitLab operates as an all-remote organization, allowing team members to work asynchronously and autonomously while meeting customers in person across Mumbai. The position requires a deep understanding of software development lifecycles, compliance frameworks, and enterprise sales execution.
Responsibilities
- Manage and grow large BFSI, enterprise, and conglomerate prospects and customers in Mumbai
- Drive the full enterprise sales cycle from prospecting through negotiation and closing
- Provide hands-on account leadership throughout pre- and post-sales to foster platform adoption
- Position GitLab against regulatory priorities like RBI, IRDAI, and SEBI guidelines using deployment options like self-managed and GitLab Dedicated
- Partner with Sales Development Representatives, Solutions Architects, Customer Success, and channel partners to co-sell
- Develop detailed account plans featuring opportunity mapping and multi-threaded stakeholder engagement
- Tailor engagement strategies based on sector needs, offering a compliance-led story for BFSI and a modernisation-led story for enterprises
- Coordinate cross-functional teams including marketing, product, legal, and support to progress opportunities
- Prepare activity and forecast reports while sharing root cause analysis from wins and losses
- Contribute product ideas to the public issue tracker and deliver client presentations and sales documents
Requirements
- Extensive experience driving complex B2B software sales cycles with large enterprise customers in DevSecOps, software development tools, or SaaS and infrastructure solutions
- Demonstrated track record of selling into BFSI institutions in India with knowledge of their buying behaviour and procurement processes
- Strong grasp of modern software delivery practices including CI/CD, secure development, and cloud modernisation
- Familiarity with the Indian financial regulatory and compliance landscape covering data residency, audit, and security expectations
- Ability to build trusted relationships with senior stakeholders such as CIOs, CTOs, CISOs, and compliance leaders
- Experience creating account plans and managing deal cycles alongside system integrators and channel partners
- Capacity to work autonomously in a fully remote environment while collaborating asynchronously
Core Skills
Benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation and Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, GitLab operates as a fully remote company where team members work autonomously and asynchronously, though this role requires meeting customers in person across Mumbai.
What is the employment type?
The position is full-time.
What is the salary for this role?
The job posting does not specify a salary.
Who will the Strategic Account Executive primarily target?
The role targets large Banking, Financial Services and Insurance (BFSI) institutions, major enterprises, and conglomerates headquartered in Mumbai.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.