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Strategic Account Executive - India

GitLab · Posted Oct 28

DevSecOps platform, software version control, CI/CD pipeline, and AI-assisted development services

Remote, IndiaFull-timeRemote · India-wideSenior Level8+ years₹60.0L–₹1.2Cr yearly<25 applicants
Software DevelopmentDevSecOpsInformation TechnologyCloud ComputingArtificial IntelligencePublic Company
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About the role

GitLab is an intelligent orchestration platform for DevSecOps, helping organizations improve developer productivity, security, and compliance. The enterprise sales team focuses on driving GitLab adoption with large customers in India, managing the full relationship lifecycle and collaborating asynchronously across time zones. This Strategic Account Executive role will grow GitLab's business across BFSI institutions and large enterprises in Mumbai, leading complex sales cycles for the AI-powered DevSecOps platform.

What you will do

  • 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.
  • Building and growing a territory plan for Mumbai that balances large BFSI institutions (banks, NBFCs, insurers, asset managers, payments and fintech) with high-potential enterprises and conglomerates, from new logo prospecting through long-term expansion on GitLab's AI-powered DevSecOps platform
  • Leading complex, multi-stakeholder sales cycles and partnering with Solutions Architects, Sales Development, Customer Success, system integrators, and channel partners to position GitLab as a trusted platform for modern software delivery, security, and compliance in regulated and large-scale environments
  • Helping BFSI customers consolidate fragmented toolchains and modernise legacy delivery pipelines while meeting regulatory, audit, and data-residency expectations

Skills used in this role

What the employer is looking for

  • Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions that support the software development lifecycle
  • A track record selling into BFSI institutions in India, with an understanding of their buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes (experience across both BFSI and large enterprises or conglomerates is a strong plus)
  • Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai
  • Strong understanding of modern software delivery, including CI/CD, secure development practices (DevSecOps, supply chain security), and cloud and infrastructure modernisation, with the ability to connect platform capabilities to customer outcomes
  • Working familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency, audit, and security expectations, and comfort discussing on-premises, private cloud, and hybrid deployment models
  • Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders such as CIOs, CTOs, CISOs, heads of engineering, and technology risk and compliance leaders
  • Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management
  • Experience working with system integrators and channel partners to co-sell and deliver in the Indian market
  • Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations, and coordinating internal resources to move opportunities forward
  • Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team, with the flexibility to meet customers in person across Mumbai
  • Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

Benefits and support

  • Flexible Paid Time Off
  • Team Member Resource Groups
  • Equity Compensation & Employee Stock Purchase Plan
  • Growth and Development Fund
  • Parental Leave

About GitLab

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GitLab

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GitLab is an intelligent orchestration platform for DevSecOps, delivered as a single application that empowers development, security, and operations teams to ship software faster and more securely. Operating as one of the world's largest all-remote companies, GitLab integrates the entire software lifecycle from planning and source code management to CI/CD and automated security testing. Millions of users and thousands of organizations globally rely on GitLab to scale their development workflows and adopt agentic AI engineering.

Industry
Software Development
Company size
2375 employees
Founded
2011
Location
San Francisco, California, USA
Funding stage
Public Company

Funding

Public Company · $435M raised

Khosla VenturesGVIconiq CapitalGoldman SachsRedpoint Ventures
  • 2022-09-16Post IPOUndisclosed
  • 2019-09-17Series E$268M
  • 2018-09-19Series D$100M
  • 2017-10-10Series C$20M
  • 2016-03-15Series B$4M

Leadership

BS
Bill Staples

Chief Executive Officer

JR
Jessica Ross

Chief Financial Officer

SP
Siva Padisetty

Chief Technology Officer

MK
Manav Khurana

Chief Product and Marketing Officer

TL
Thomas Lloyd

Chief Business and Legal Officer

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