Commercial Account Executive

This is a fully remote position, open to applicants in Australia.

📋 Description

• Take ownership and expand a portfolio of commercial accounts throughout Queensland, with potential opportunities in South Australia.

• Lead the entire sales process through outbound prospecting, discovery, negotiation, and closing to generate new Annual Recurring Revenue (ARR).

• Enhance product adoption and usage among key clients.

• Meet or surpass sales quotas while serving as the main contact for commercial opportunities.

• Clearly convey the value of GitLab's AI-driven DevSecOps platform in terms of business, productivity, and security outcomes.

• Manage documentation of territory, buying criteria, next steps, opportunity data, pipeline assessments, and quarterly forecasts.

• Collaborate with partners, Sales Development, Customer Success, Renewals, and Solutions Architects.

• Represent GitLab in customer meetings and events through presentations, proposals, and reports.

• Utilize MEDPICC and Command of the Message methodologies on opportunities.

• Provide mentorship and coaching to fellow Commercial Account Executives.

• Frequently engage with key customers on-site to foster executive-level relationships.

⛳️ Requirements

• Proven ability to navigate complex B2B software sales cycles and build trustworthy relationships with commercial clients.

• Capability to swiftly learn and sell a sophisticated SaaS or DevSecOps platform.

• Familiarity with Salesforce and Clari or equivalent CRM and forecasting tools.

• Experience in managing and finalizing larger, intricate deals within the Commercial segment.

• Proficient in multi-threading, negotiation tactics, and executive engagement strategies.

• Expertise in territory account planning and executing quarterly and annual KPIs.

• Demonstrated capacity to mentor and coach colleagues.

• Strong communication and interpersonal skills.

• Experience in promoting customer adoption and usage.

• Skills in outbound prospecting through email and phone outreach.

• Adaptable, flexible, and creative approach to challenges.

• Willingness to regularly meet key customers in person.

• Must reside in Sydney, Melbourne, or Brisbane, Australia.

🏝️ Benefits

• Comprehensive benefits to support your health, financial stability, and overall well-being.

• Flexible Paid Time Off.

• Access to Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.

• Fully remote work arrangement.