Strategic Account Leader (Northern California)

Remote, San Francisco/San Mateo Enterprise Sales - US West
This position is remote based but in the San Francisco/San Mateo area.


    • Strategic Account Leader will report to a Regional Director.
    • Act as a primary point of contact and the face of GitLab for our strategic and large customers and prospects in your assigned territory.
    • Contribute to post-mortem analysis on wins/losses.
      • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
    • Take ownership of your assigned territory
      • document the buying criteria
      • document the buying process
      • document next steps and owners
      • ensure pipeline accuracy based on evidence and not hope
    • Contribute to documenting improvements in our sales handbook.
    • Provide account leadership and direction in the pre- and post-sales process
    • Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
    • Collaborate with Field Marketing to drive awareness, engage target accounts and progress opportunities through the Sales funnel
    • Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
    • Be the voice of the customer by contributing product ideas to our public issue tracker
    • Travel as necessary to accounts in order to develop relationships and close large opportunities
    • Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
    • Expand knowledge of industry as well as the competitive posture of the company
    • Prepare activity and forecast reports as requested
    • Update and maintain Sales’ database as appropriate
    • Assist sales management in conveying customer needs to product managers, and technical support staff
    • Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
    • Respond to RFP's and follow up with prospects.
    • Develop an account plan to sell to customers based on their business needs.
    • Build and strengthen the business relationship with current accounts and new prospects.
    • Recommend marketing strategies.


    • A true desire to see customers benefit from the investment they make with you
    • Able to provide high degree of major account management and control
    • Work under minimal supervision on complex projects
    • 5+ years of experience with B2B software sales
    • Experience selling into large organizations
    • Interest in GitLab, and open source software
    • Ability to leverage established relationships and proven sales techniques for success
    • Effective communicator (written/verbal), strong interpersonal skills
    • Motivated, driven and results oriented
    • Excellent negotiation, presentation and closing skills
    • Preferred experience with Git, Software Development Tools, Application Lifecycle Management
    • You share our values, and work in accordance with those values.

Hiring Process

    • Qualified candidates receive a short questionnaire from our Global Recruiters
    • Selected candidates will be invited to schedule a screening call with our Global Recruiters
    • Next, candidates will be invited to schedule a first interview with Regional Sales Director (in their same region)
    • Candidates will then be invited to schedule a second interview with Regional Sales Director (in a different region)
    • Candidates will be invited to schedule a third interview with our CRO
    • Finally, candidates may have an interview with our CEO


To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.


Additional details about our process can be found on our hiring page.



From project planning and source code management to CI/CD and monitoring, GitLab is a single application for the entire DevOps lifecycle.

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