Strategic Account Executive, Poland

This role will need to be based remotely in UK, Ireland, Netherlands, France, Spain or Germany but selling to accounts in Poland.

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
• 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.

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