The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

SMB EMEA Account Executive DACH

The GitLab DevSecOps platform empowers 100,000+ organisations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

The SMB Segment at GitLab 

The SMB Segment at GitLab primarily focuses on commercial companies who have between 1 and 100 employees. The companies of focus will have a HeadQuarters located in the EMEA region with the potential for a globally dispersed workforce. 

The typical type of companies we engage with are fast growing startup companies, those with a heavy focus on the delivery of their product using Agile methodologies and those looking to build a product to become a market-marker in their chosen industry. 

The customers in the SMB segment demand GitLab AEs are engaged in supporting their adoption of GitLab the platform in order to reach their growth potential. 

The SMB Account Executive Role 

The SMB AE job family covers both a new business and growth business approach. We refer to new business as ‘First Order’ and growth business as either ‘Pooled, Expand, Named or Territory’ depending on the region you are potentially working within. 

As a GitLab AE you will be part of a sales team that is lead by an Areas Sales Manager for a specific region and within this team, it will be your responsibility to collaborate with your team members to drive the growth and success of GitLab here in EMEA. 

SMB AE on the job responsibilities

It is the primary responsibility of a GitLab AE to 

  1. Actively live and contribute to the GitLab company values 
  2. Actively participate in the direct team and the wider SMB Segment team meetings
  3. Actively participate in sales skills development calls. We call this Project35
  4. Prepare for and conduct a 1:1 meeting with your ASM on a weekly basis 
  5. Prepare for and conduct a sales forecast meeting with your ASM on a weekly basis 
  6. Self learning to develop your knowledge on the DevSecOps industry
  7. Continually develop your sales territory to maintain accuracy of knowledge in relation to your account base
  8. Utilise the GitLab defined R7 process in order to attain sales excellence 
  9. Exercise Executive communication & presentation skills to both GitLab customers, prospects, partners and internal team members 
  10. Engage with your wider business partners to achieve collaborative stakeholder management 
  11. Conduct sales calls engaging with varying personas in the account base in your territory 
  12. Conduct sales meetings to understand the customers IT environment, Utilisation of Cloud, Software Tool Chain along with their use today and future use of GitLab . We refer to these as (ii) meetings 
  13. Conduct sales related activities with GitLab channel partners to collaborate on specific sales related and territory growth activities
  14. To increase your working knowledge of the customers utilisation of GitLab
  15. To increase your working knowledge of your customers DevSecOps Tool chain and their approach to building a Software Development LifeCycle 

SMB AE tooling utilised 

In order to execute in the role as a GitLab AE you will be required to ustilise the following tooling. Experience with these tools preferred but not a necessity. Training will be provided as required. 

  1. CRM system for account management activities 
  2. Chorus for call recording and call coaching 
  3. Zoura Billing for quote creation 
  4. Outreach for Sales related customer engagement  
  5. Google Suite for communication and documentation 
  6. Slack for internal communication and collaboration

Desired SMB AE candidate requirements 

GitLab encourages any potential candidate who feels they have the natural ability and relevant experience to apply for a role with ourselves. In order to succeed in this role the following is desired to not only successfully represent themselves through the interview process, but successfully progress within the role itself. 

  1. Excellent spoken and written English and European languages for regional roles
  2. Closing sales experience preferred 
  3. Can demonstrate they have come from a structured learning environment with formal sales training in the basics of managing a company and sales cycle 
  4. More than one previous sales related job - this can be one or more roles within the same company or across multiple companies 
  5. Ability to collaborate with colleagues on company growth initiatives 
  6. Ability to learn about the DevSecOps industry 
  7. Ability to demonstrate past performance activities 
  8. Ability to work in a safe working environment 
  9. Access to your own remote office space. This can be within your dwelling or at a location of your choice. Co-working is encouraged. 
  10. Ability to be a manager of one 

Career Ladder

The next step in the SMB Account Executive job family can be to move to the Mid Market Account Executive job family or the Sales Management Job Family.

Hiring Process

Avoid the confidence gap; you do not have to match all the listed requirements exactly to apply. Our hiring process is described in more detail in our hiring handbook.

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

  • Selected candidates will be invited to the following:
    1. A phone or video conference screen with the recruiter. This takes 30 minutes and helps our recruiting team align your interests and qualifications with the right opening on the sales team.
    2. A video conversation with the hiring manager. This takes 30 minutes and helps the sales manager understand what you want to do next in your career and how that might intersect with GitLab and the Commercial sales team.
    3. A mock GitLab customer call. The mock call itself is limited to 15 minutes. You are given a few minutes to ask any final questions before going into the mock call. After the mock call, we use the remainder of the half hour to understand feedback, how it felt to sell GitLab, and ask any questions we have remaining about your candidacy.
    4. A video conversation reviewing your professional experience chronologically. This takes from 50 min to an hour and allows your hiring manager to understand the similarities and differences of past roles you’ve had to the role we are considering for you
    5. Three references are required in order to establish previous experience that is relevant to the position you are applying for. This can be done over email and should include a minimum of one former manager and one former colleague. 



Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Apply for this Job

* Required
resume chosen  
(File types: pdf, doc, docx, txt, rtf)
cover_letter chosen  
(File types: pdf, doc, docx, txt, rtf)

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in GitLab’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.