Strategic Account Executive – Brazil

About GitLab

GitLab is the intelligent orchestration platform for DevSecOps, empowering organizations to boost developer productivity, enhance operational efficiency, mitigate security and compliance risks, and accelerate digital transformation. Trusted by over 50 million registered users and more than half of the Fortune 100, GitLab is the go-to solution for delivering better, more secure software faster. We embrace AI as a core productivity multiplier, integrating it into daily workflows to foster efficiency, innovation, and impact. At GitLab, careers accelerate, innovation flourishes, and every voice is valued, driven by our core values and continuous knowledge exchange.

About the Role

As a Strategic Account Executive, you will be instrumental in expanding GitLab's footprint across Brazil. Your primary focus will be building trusted relationships with senior executives at large enterprises, guiding them through strategic platform decisions using a consultative sales approach. You'll connect customer business needs with our AI-powered DevSecOps platform, helping them improve developer productivity, reduce risk, and accelerate software delivery. This role encompasses the full customer journey, from initial engagement to adoption, positioning GitLab as a premier DevSecOps partner in the Brazilian market. You will collaborate closely with pre-sales, post-sales, partner, marketing, and support teams, bringing strong account leadership, a focus on customer outcomes, and clear communication in both English and Portuguese.

What You'll Do

• Lead strategic account activities for major prospects and customers across Brazil, providing direction throughout pre-sales and post-sales engagements.
• Develop new opportunities within enterprise accounts via prospecting, relationship building, and a deep understanding of customer business needs.
• Create comprehensive account plans and compelling customer proposals that align GitLab's capabilities with organizational priorities and transformation goals.
• Coordinate effectively with pre-sales, post-sales, and support teams to ensure successful product rollout and customer adoption.
• Generate qualified pipeline in collaboration with strategic channel partners and support new customer acquisition efforts.
• Contribute valuable customer feedback and product ideas to GitLab's public issue tracker, acting as the voice of the customer.
• Prepare detailed activity and forecast reports, and analyze wins and losses to refine future sales strategies.
• Collaborate with marketing, account teams, product managers, and technical teams to share insights and communicate customer needs effectively.

What You'll Bring

• Proven experience selling to large organizations and navigating complex enterprise sales cycles with multiple stakeholders.
• Demonstrated ability to build and manage executive-level customer relationships with a high degree of ownership and follow-through.
• Proficiency in consultative selling, including shaping proposals, presentations, and formal quotes around customer business needs.
• Strong skills in negotiation, presentation, and closing complex deals effectively.
• Comfort working independently on challenging projects while coordinating seamlessly with cross-functional teams.
• Fluency in English and Portuguese is essential for customer-facing and internal communication.
• Familiarity with GitLab or related tools, including Git, software development lifecycle management, or security and application security tools.
• Alignment with GitLab’s values, with openness to applying transferable experience from adjacent technical or enterprise software environments.

About the Team

The team is dedicated to expanding GitLab's enterprise business by helping large organizations adopt a unified platform for software delivery, security, and collaboration. This role involves close collaboration with cross-functional partners across sales, solutions, support, marketing, and product. You will contribute to an asynchronous, distributed work model that emphasizes transparency, accountability, and shared customer insights. The team operates at the intersection of strategic growth and customer transformation, focusing on enabling enterprises to evaluate, adopt, and scale their use of GitLab within complex environments.

How GitLab Supports Full-Time Employees

• Comprehensive Benefits to support your health, finances, and well-being.
• Flexible Paid Time Off (PTO).
• Engagement with Team Member Resource Groups (TMRGs).
• Equity Compensation & Employee Stock Purchase Plan (ESPP).
• Access to a Growth and Development Fund.
• Generous Parental Leave.

GitLab welcomes candidates with diverse experience levels. Many successful hires may not meet every single qualification. If you're excited about this role, please apply, and our recruiters will assess your application.

Country Hiring Guidelines: All roles are remote, but specific location-based eligibility requirements may apply. Our Talent Acquisition team can provide details.

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GitLab is an equal opportunity employer committed to diversity and inclusion.