- Company: GitLab
- Location: Remote, India
- Job type: Full-time
- Salary: Not specified
- Deadline: Not specified
About the role
GitLab is seeking a Strategic Account Executive to lead sales efforts in the Mumbai territory. You will focus on large Banking, Financial Services, and Insurance (BFSI) institutions, as well as leading enterprises and conglomerates. The role involves guiding these organizations through modernization and DevSecOps transformations using GitLab’s AI-powered platform. You will build a pipeline that drives measurable Net ARR and long-term expansion while acting as a trusted partner across the full sales cycle.
Responsibilities
- Lead and grow strategic BFSI, Enterprise, and Conglomerate prospects in Mumbai, focusing on mission-critical software delivery.
- Drive the full enterprise sales cycle, including prospecting, qualification, negotiation, and close, while navigating complex procurement and security reviews.
- Position GitLab against regulatory priorities such as RBI, IRDAI, and SEBI guidelines, working with Solutions Architects on deployment options like self-managed and GitLab Dedicated.
- Partner with Sales Development Representatives, Customer Success, and channel partners to generate qualified opportunities and execute account strategies.
- Develop detailed account plans for priority customers, including opportunity mapping and multi-threaded engagement across engineering, security, and business leaders.
- Tailor value propositions to specific segments, emphasizing compliance for BFSI and productivity for enterprises.
- Prepare activity and forecast reports, contributing to pipeline reviews and sharing lessons learned from wins and losses.
Requirements
- Deep experience in complex B2B software sales with large enterprise customers, ideally in DevSecOps or adjacent SaaS solutions.
- Proven track record selling into BFSI institutions in India, with an understanding of their buying behavior and procurement processes.
- Strong understanding of modern software delivery, including CI/CD, secure development practices, and infrastructure modernization.
- Familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency and security expectations.
- Ability to navigate complex organizations and build trusted relationships with senior stakeholders such as CIOs, CTOs, and CISOs.
- Experience creating and executing account plans, including multi-threaded engagement and disciplined deal management.
- Capacity to work autonomously in a fully remote environment while maintaining alignment with shared goals and forecasting expectations.
Pay and benefits
- Flexible Paid Time Off.
- Equity Compensation and Employee Stock Purchase Plan.
- Growth and Development Fund.
- Parental Leave.
- Team Member Resource Groups.
How to apply
Apply directly on GitLab’s own careers website. Omadaily never charges job seekers.
