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GitLab · 3 hours ago

Commercial Account Executive - Mid-Market, West

United States

Full-time

Remote

Mid Level

$66K/yr - $117K/yr

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. As a Commercial Account Executive - Mid-Market, you will be the primary point of contact for prospective and existing customers, focusing on helping organizations modernize their software development processes with GitLab's platform.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities

Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment

Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs

Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals

Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles

Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint while delivering added value for customers

Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning

Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker

Qualification

SaaS salesValue-based sellingCustomer relationship managementPipeline managementCross-functional collaborationStructured communicationInterest in DevSecOps

Required

Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams

Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion

Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes

Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation

Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies

Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learned

Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab's DevSecOps platform

Willingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds