[All remote jobs](https://jobicy.com/jobs.md)[![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg)](https://jobicy.com/company/gitlab.md)[GitLab](https://jobicy.com/company/gitlab.md) # Major Account Executive Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[Germany](https://jobicy.com/job-region/germany.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished26 Oct 2026Apply before25 Nov 2026Listing views32Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. GitLab is hiring a Major Account Executive to grow and manage strategic enterprise accounts in Germany. The role owns the full sales cycle, including prospecting, qualification, solution positioning, proposals, rollout, adoption, and account expansion. Success depends on consultative enterprise selling, credible C-level communication, and close coordination with solutions architects, customer success, professional services, marketing, and channel partners. Candidates need experience exceeding quota in complex organizations and a strong understanding of Git, software development tools, and application lifecycle management. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior enterprise sales role involving strategic accounts, long and complex buying cycles, and high quota expectations. It requires independent account planning and effective engagement with executive stakeholders and cross-functional teams. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$165,000US market range (per year)$130k–$200k0$220.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. GitLab does not disclose employer salary for this role. The yearly cadence is inferred from the full-time senior enterprise-sales context. Estimated annual market compensation is shown in USD for comparison and may vary substantially by commission structure, territory, and on-target earnings design. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Account planning](https://jobicy.com/jobs?search_keywords=Account%20planning.md)[C-level presentations](https://jobicy.com/jobs?search_keywords=C-level%20presentations.md)[Pipeline development](https://jobicy.com/jobs?search_keywords=Pipeline%20development.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Solution selling](https://jobicy.com/jobs?search_keywords=Solution%20selling.md)[Channel partner management](https://jobicy.com/jobs?search_keywords=Channel%20partner%20management.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)[Git](https://jobicy.com/jobs?search_keywords=Git.md)[Application lifecycle management](https://jobicy.com/jobs?search_keywords=Application%20lifecycle%20management.md)[Customer expansion](https://jobicy.com/jobs?search_keywords=Customer%20expansion.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md) Sample interview questionsHow would you create an account plan for a large enterprise prospect in Germany?I would map the buying committee, business priorities, technical environment, current toolchain, and potential use cases for GitLab. I would define measurable value hypotheses, identify champions and decision-makers, build a mutual action plan, and regularly update risks, next steps, and expansion opportunities. Describe how you sell value rather than product features to executive stakeholders. I start with the customer's strategic outcomes, such as faster delivery, lower security risk, improved developer productivity, or reduced tooling complexity. I then connect GitLab capabilities to those outcomes with evidence, stakeholder-specific messaging, and a business case that includes measurable success criteria. How would you manage a complex sales cycle involving solutions architects, customer success, and channel partners? I would establish clear roles, a shared account strategy, milestones, and communication cadence early in the cycle. I would ensure each team member understands the customer outcome, coordinate technical validation and commercial steps, and keep the customer aligned through a mutual close plan. Tell us about a time you recovered a stalled enterprise opportunity. I would explain how I reassessed stakeholder alignment, uncovered the root cause of delay, and revalidated the business problem. I would then engage the appropriate executive sponsor or technical resource, clarify the value case and decision process, and agree on concrete next actions with dates and owners. How do you support adoption and expansion after a deal closes? I partner with customer success and technical teams to define adoption milestones, executive success reviews, and measurable value realization. I monitor usage and stakeholder feedback, address risks early, and identify additional teams or use cases where GitLab can deliver strategic value. Opportunity details ## About this role. 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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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. ### An overview of this role As a Major Account Executive, you will own a portfolio of our largest most strategic customers and prospects in Germany, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll break into net new enterprise accounts and expand GitLab’s footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion of GitLab. You’ll work closely with pre- and post-sales teams and strategic channel partners to drive full-cycle sales, from prospecting and qualification through rollout, usage, and long-term growth, while acting as the voice of your customers by feeding their feedback and product ideas into GitLab’s public issue tracker. ### Responsibilities * Manage and support GitLab’s major account/(s) * Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel. * Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers. * Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals. * Expand knowledge of industry as well as the competitive posture of the company * Contribute to root cause analysis on wins/losses. * Communicate lessons learned to the team, including account managers, the marketing team, and the technical team * Provide account leadership and direction in the pre- and post-sales process * Conduct sales activities including prospecting and developing opportunities in major accounts * 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 * 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. ### Requirements * Experience selling into highly complex organizations * Demonstrated consistent results and overachievement of quota * Excellent communication and presentation skills; comfortable presenting to C-Level executives. * Experience with solutions selling and positioning value to customers based on their needs. * Deep understanding of with Git, Software Development Tools, Application Lifecycle Management * You share our [values](https://handbook.gitlab.com/handbook/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 ### How GitLab Supports Full-Time Employees * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) * [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) * [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) * [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process). Show more [Apply now >](https://jobicy.com/jobs/157212-major-account-executive.md) > Annual salary information is not provided for this position. 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