Major Account Executive - DACH - Remote Eligible

Major Account Executive - DACH

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

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.

An Overview Of This Role

As a Major Account Executive based in Switzerland, you'll own and grow some of GitLab's most complex and strategic customer relationships. You'll guide major accounts through the full sales cycle, using a consultative, solution-focused approach to help them adopt GitLab's DevSecOps platform and improve how they plan, build, secure, and ship software. Reporting to an Area Sales Manager or Regional Director, you'll coordinate virtual teams across Solutions Architecture, Customer Success, Professional Services, Marketing, and Channel partners to deliver clear value, deepen long-term partnerships, and drive successful rollouts and adoption. In your first year, you'll be focused on understanding your customers' business strategies and performance metrics, building account plans grounded in their needs, and consistently turning complex opportunities into sustainable, strategic wins.

What You'll Do

• Manage and grow strategic major accounts in Switzerland, acting as the primary point of contact and trusted advisor for GitLab.
• Lead the end to end sales process, coordinating resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.
• Develop and execute account plans based on customers' business strategies, objectives, and performance metrics to drive long-term partnerships.
• Use a consultative, solution selling approach to discover customer needs, position GitLab's value, and craft tailored proposals, quotes, and presentations.
• Provide account leadership in both pre- and post-sales stages to ensure successful rollout, adoption, and expansion of GitLab products.
• Deepen understanding of customers' industries, competitive landscape, and software development practices, including Git and software development tools, to inform sales strategy.
• Analyze wins and losses, contribute to root cause reviews, and share insights and lessons learned with account managers, marketing, and technical teams.
• Conduct ongoing prospecting and opportunity development within designated major accounts, including onsite or virtual customer meetings in line with GitLab's travel policy.

What You'll Bring

• Experience owning and growing major accounts in highly complex organizations, ideally in the enterprise software space.
• Track record of consistent quota attainment through consultative, value-based selling and strategic account planning.
• Ability to communicate and present clearly to senior and C-level stakeholders, tailoring messages to business and technical audiences.
• Familiarity with Git, software development tools, and application lifecycle management, with the ability to translate technical capabilities into business outcomes.
• Proficiency using GitLab or willingness to learn the platform and apply it in customer conversations.
• Collaborative approach to working with cross-functional teams such as Solutions Architects, Customer Success, Professional Services, Marketing, and Partners.
• Comfort operating independently in a results-driven, all-remote environment, including managing priorities across multiple stakeholders.
• Openness to candidates with transferable experience from related enterprise sales roles who are motivated to learn GitLab's product and customer landscape.

About The Team

You'll join a collaborative, quota-carrying sales team focused on expanding GitLab's presence within highly complex, strategic enterprises. We partner closely with Solutions Architects, Customer Success Managers, Professional Services, Marketing, and Channel partners to deliver the full value of GitLab's DevSecOps platform to major accounts. We work all-remote and asynchronously across regions, using shared account plans and clear communication to coordinate executive engagement, manage long sales cycles, and support successful product adoption. We focus on deepening multi-year relationships, navigating complex stakeholder landscapes, and helping customers modernize their software development practices with GitLab.