Strategic Account Executive - India

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.

As a Strategic Account Executive for our Mumbai territory, you'll drive GitLab's growth across large Banking, Financial Services and Insurance (BFSI) institutions, alongside leading enterprises and conglomerates headquartered in the city. It will be a blended territory of Enterprise and Conglomerates slightly more BFSI heavy. You'll help these organisations adopt, implement, and expand their use of our AI-powered DevSecOps platform, guiding them through modernisation and DevSecOps transformations while building a pipeline that translates into measurable Net ARR and long-term expansion.

You'll bring an understanding of the software development lifecycle, including continuous integration and continuous delivery (CI/CD) automation, secure development practices, and infrastructure modernisation. You'll apply it to the realities of regulated industries, where security, compliance, auditability, and data residency shape every technology decision. You'll connect customer stakeholders with GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle.

In your first year, you'll be expected to build a strong BFSI and Enterprise portfolio across your territory, create repeatable sales motions aligned to how regulated financial institutions and large enterprises buy and adopt platforms, and consistently forecast and report on deal progress and account health.

What you'll do

Lead and grow GitLab's largest and most strategic BFSI, Enterprise, and Conglomerate prospects and customers in Mumbai, focusing on organisations that run mission-critical software delivery at scale

Drive the full enterprise sales cycle, from prospecting and pipeline generation through qualification, evaluation, negotiation, and close, including the longer procurement, vendor risk, and security review processes typical of regulated financial institutions

Provide hands-on account leadership throughout the pre- and post-sales process to ensure a smooth customer experience and strong adoption of GitLab's AI-powered DevSecOps platform

Position GitLab against regulatory and compliance priorities (for example RBI, IRDAI, and SEBI guidelines on IT governance, outsourcing, cyber resilience, and data localisation), working with Solutions Architects and Security specialists on deployment options such as self-managed and GitLab Dedicated

Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, system integrators, and strategic channel partners to generate qualified opportunities, co-sell, and execute account strategies that drive new business and expansion

Develop and maintain detailed account plans for priority customers, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across engineering, security, risk and compliance, platform, infrastructure, procurement, and business leaders

Tailor your approach to each segment: a compliance- and risk-led value story for BFSI, and a modernisation-, productivity-, and consolidation-led story for enterprises and conglomerates with multiple business units

Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership, marketing, product, legal, and support, to progress opportunities and deliver an excellent customer experience

Prepare activity and forecast reports, contribute to forecasting and pipeline reviews, and share root cause analysis and lessons learned from wins and losses with account managers, marketing, and technical teams

Act as the voice of the customer by contributing product ideas to our public issue tracker, and by preparing and delivering customer-facing and internal presentations, quotes, proposals, and formal sales documents that address BFSI and enterprise business challenges and clearly communicate long-term value and outcomes.

What you'll bring

Deep experience driving complex B2B software sales cycles with large enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS and infrastructure solutions that support the software development lifecycle

A track record selling into BFSI institutions in India, with an understanding of their buying behaviour, long evaluation cycles, vendor risk assessments, and procurement processes (experience across both BFSI and large enterprises or conglomerates is a strong plus)

Ability to prospect, build pipeline, and close new business while expanding strategic relationships within large accounts across Mumbai

Strong understanding of modern software delivery, including CI/CD, secure development practices (DevSecOps, supply chain security), and cloud and infrastructure modernisation, with the ability to connect platform capabilities to customer outcomes

Working familiarity with the regulatory and compliance landscape for Indian financial institutions, including data residency, audit, and security expectations, and comfort discussing on-premises, private cloud, and hybrid deployment models

Proven ability to navigate and influence complex organisations, building trusted relationships with senior stakeholders such as CIOs, CTOs, CISOs, heads of engineering, and technology risk and compliance leaders

Experience creating and executing account plans for priority accounts, including opportunity mapping, multi-threaded engagement, and disciplined deal and account management

Experience working with system integrators and channel partners to co-sell and deliver in the Indian market

Effective communication and interpersonal skills, including comfort leading customer presentations, negotiations, and executive-level conversations, and coordinating internal resources to move opportunities forward

Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and forecasting expectations across the broader GitLab team, with the flexibility to meet customers in person across Mumbai

Familiarity with forecasting, pipeline hygiene, and reporting, including sharing learnings from wins and losses to improve repeatable sales motions

Some examples of our projects

Building and growing a territory plan for Mumbai that balances large BFSI institutions (banks, NBFCs, insurers, asset managers, payments and fintech) with high-potential enterprises and conglomerates, from new logo prospecting through long-term expansion on GitLab's AI-powered DevSecOps platform

Leading complex, multi-stakeholder sales cycles and partnering with Solutions Architects, Sales Development, Customer Suc