Role Description We are looking for a highly accountable, results-oriented Account Executive to substantially grow our revenue in international markets, with an emphasis on the US. This position is essential for generating new business and will be instrumental in accelerating our growth within a dynamic startup setting. - Oversee the entire sales process, from generating qualified leads to finalizing contracts. - Conduct thorough discovery calls to gain insights into customer workflows, challenges, and content requirements. - Present engaging product demonstrations customized to address specific customer scenarios (e.g., Sales enablement, Customer education, Onboarding, Documentation). - Develop and sustain a strong sales pipeline within the CRM system, ensuring precise forecasting and maintaining data integrity. - Work collaboratively with BDR, Marketing, and Product teams to enhance conversion rates and improve messaging strategies. - Negotiate pricing, contractual agreements, and commercial terms to secure advantageous deals with prospects. - Consistently meet or surpass monthly and quarterly revenue goals. Qualifications - 3 to 6 years of demonstrated success in B2B SaaS sales, ideally within mid-market or enterprise sectors. - Proven capability to independently manage the complete sales cycle from initial discovery to closing. - Reliable history of meeting or exceeding revenue targets. - Exceptional customer empathy and ability to build strong relationships, especially with mid-market and large enterprise clients. - Skilled in handling complex enterprise procurement, vendor onboarding, contracting processes, and commercial negotiations. - Expertise in consultative selling techniques, managing objections, and coordinating with multiple stakeholders. - Practical experience with CRM platforms such as HubSpot or Salesforce, coupled with disciplined pipeline management and accurate forecasting. - Outstanding written and verbal communication skills for delivering client-facing presentations and conducting negotiations. - Direct experience engaging with US-based customers. - Able to thrive and perform effectively in a dynamic, fast-paced startup environment. - Previous experience selling AI solutions, productivity tools, or horizontal SaaS offerings. - Demonstrated 'AI-first' approach by utilizing AI tools to boost efficiency in prospect research, follow-ups, and CRM updates. - Familiarity with multi-threaded enterprise sales strategies. Requirements - B2B SaaS Sales - Sales Cycle Management - CRM Expertise - Pipeline Management - Revenue Forecasting - Negotiation - Consultative Selling - Enterprise Sales - AI Tools - Stakeholder Management Benefits - SaaS Sales - International Sales - Enterprise Sales - Mid-Market Account Executive - Enterprise Account Executive - B2B SaaS Sales - Revenue Growth - New Business Acquisition - Outbound Sales - Sales Prospecting - Client Prospecting - Cold Outreach

• The Account Executive, Legacy provides strategic oversight for direct marketing fundraising programs for a portfolio of several nonprofit organization clients. • Serve as a client relationship manager and work within a team to deliver direct marketing fundraising programs. • Have experience in legacy giving and legacy marketing. • For small-mid clients, draft client annual plans with Account Lead support. • Draft expenses for annual plans with Account Lead support. • Interpret and present program and project results. • Oversee client’s annual expenses. • Provide strategic oversight of client marketing fundraising projects, understanding their role in advancing overall client program strategy. • Oversee production management and creative process for projects. • Draft and assist in presenting strategy decks with support from Account Lead. • Oversee execution of year-long direct marketing schedules. • Direct and guide copywriters and designers to ensure creative for each project is aligned with overall project and program strategy. • Manage account and production team service delivery to the client, including problem-solving and accountability for errors. • For integrated clients, coordinate with offline and digital to draft multi-channel campaigns and wrap-up decks. • Serve as liaison with client contacts, ensuring day-to-day service satisfaction.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. Responsibilities - Supports GitLab’s strategic large prospects and customers. - Provide account leadership and direction in the pre- and post-sales process - Conduct sales activities including prospecting and developing opportunities in large/strategic accounts - Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources - Be the voice of the customer by contributing product ideas to our public issue tracker - Generate qualified leads and develop new customers in conjunction with our strategic channel partners . - Expand knowledge of industry as well as the competitive posture of the company - Prepare activity and forecast reports - Contribute to root cause analysis on wins/losses. - Communicate lessons learned to the team, including account managers, the marketing team, and the technical team - 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. - Develop an account plan to sell to customers based on their business needs. - Collaborate with Marketing on marketing strategies. Requirements - A true desire to see customers benefit from the investment they make with you - Able to provide high degree of account management and control - Work under minimal supervision on complex projects - Experience selling into large organizations - Ability to leverage established relationships and proven sales techniques for success - 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. - Ability to use GitLab - Ability to travel if needed and comply with the company’s travel policy The confidence gap exists. The above list is intended to show the kinds of experience and qualities we’re looking for. If you’re reading this, do not match all of the requirements, and are hesitant to apply, we encourage you to make an application despite your hesitations. #LI-MI1 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 Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

• Supports GitLab’s strategic large prospects and customers. • Provide account leadership and direction in the pre- and post-sales process • Conduct sales activities including prospecting and developing opportunities in large/strategic accounts • Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources • Be the voice of the customer by contributing product ideas to our public issue tracker • Generate qualified leads and develop new customers in conjunction with our strategic channel partners. • Expand knowledge of industry as well as the competitive posture of the company • Prepare activity and forecast reports • Contribute to root cause analysis on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team • 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. • Develop an account plan to sell to customers based on their business needs. • Collaborate with Marketing on marketing strategies.