[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) # Strategic Account Executive, Poland AI Summary GitLab is hiring a Strategic Account Executive to develop and expand enterprise customer relationships in Poland. The role owns complex, full-cycle strategic sales, including prospecting, account planning, negotiation, closing, adoption, and expansion. The successful candidate will coordinate with solutions architects, customer success, support, marketing, and channel partners while managing forecasts and pipeline. Strong consultative selling experience in enterprise software or developer-tool environments is central to the position. This is a remote Poland-based role with expected customer travel across the territory.[Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[Poland](https://jobicy.com/job-region/poland.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished3 Nov 2026Apply before3 Dec 2026Listing views41Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. 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 Strategic Account Executive, you will own a portfolio of strategic and large customers and prospects in Poland, 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. ### What you’ll do * Own a portfolio of strategic and enterprise accounts, driving both net-new customer acquisition and expansion within existing customers. * Lead complex sales cycles from prospecting and qualification through negotiation and close, using a consultative approach grounded in customer business needs. * Develop and execute structured account plans that map customer priorities to GitLab’s DevSecOps and AI-powered platform capabilities. * Collaborate closely with pre-sales, customer success, support, and strategic channel partners to ensure successful evaluations, rollouts, and long-term adoption of GitLab. * Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal stakeholders. * Generate and nurture qualified pipeline through targeted outreach, joint activities with channel partners, and effective use of existing relationships. * Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to win/loss analysis to continuously improve sales execution. * Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory. ### What you’ll bring * Experience owning and growing large, complex accounts, including both new business development and expansion within existing customers. * Background selling into strategic or enterprise organizations, ideally within software, developer tools, or related technology environments. * Ability to run a consultative sales process, from prospecting and discovery through proposal, negotiation, and closing. * Demonstrated skill in account planning, forecast management, and coordinating cross-functional resources across pre-sales, post-sales, and support. * Effective communicator who can translate customer needs into clear feedback for product, marketing, and technical teams. * Comfortable discussing business value with senior stakeholders and aligning solutions to customer goals and challenges. * Familiarity with Git, software development tools, or application lifecycle management, and ability to learn GitLab’s platform. * Alignment with GitLab’s values and openness to bringing transferable experience from different industries or backgrounds. ### About the team You’ll join a regional Strategic Sales team that focuses on our largest and most complex customers in Central Europe. We own a defined list of strategic prospect and existing accounts and collaborate closely with Solutions Architects, Customer Success, Support, and Channel partners to drive both new customer acquisition and expansion of GitLab’s footprint. Our Strategic Sales team spend a lot of time collaborating and meeting with customers, so travel will be expected. We are focused on helping enterprise customers adopt the GitLab DevSecOps platform at scale, navigating complex buying centers, and shaping long-term partnerships that support customers’ business and technology goals. ### 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/158733-strategic-account-executive-poland.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## 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, complex buying committees, new-logo acquisition, and expansion motions. Success requires independent territory execution, credible executive communication, and coordination across multiple internal and partner teams. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$135,000US market range (per year)$110k–$170k0$187.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The annual USD figures are AI-estimated market compensation for a senior strategic enterprise software sales role; the yearly cadence is inferred from the full-time position and role conventions. ## 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)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Channel partner management](https://jobicy.com/jobs?search_keywords=Channel%20partner%20management.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)[Git](https://jobicy.com/jobs?search_keywords=Git.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 questionsDescribe how you would create an account plan for a strategic enterprise prospect in Poland.I would begin with research into the customer's business strategy, technology landscape, software-delivery maturity, and key stakeholders. I would map priority initiatives and buying influences to GitLab's value drivers, define a multi-threaded engagement plan, identify partners or internal specialists to involve, and establish measurable next steps, risks, and forecast milestones. How do you manage a complex sales cycle with several technical and business decision-makers? I use stakeholder mapping to understand each person's goals, influence, concerns, and decision criteria. I align discovery, technical validation, commercial discussions, and executive value conversations to a mutual action plan, documenting agreed outcomes and maintaining regular communication across the buying group. Give an example of how you would position GitLab to an executive focused on operational efficiency and risk reduction. I would first quantify the executive's current delivery friction, toolchain complexity, compliance exposure, and operational costs. I would then connect GitLab's integrated DevSecOps platform to outcomes such as streamlined workflows, improved visibility, earlier security controls, and faster delivery, supported by an adoption plan and relevant customer evidence. What approach would you take to expand an existing enterprise account? I would review product usage, adoption gaps, strategic initiatives, renewal timing, and stakeholder satisfaction with the customer-success team. From there, I would identify high-value use cases, build an executive business case, coordinate any technical validation, and create a phased expansion plan tied to measurable customer outcomes. How do you maintain forecast accuracy while pursuing ambitious enterprise opportunities? I qualify opportunities against verified customer pain, decision process, stakeholder alignment, budget, technical fit, and mutually agreed next steps. 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