Commercial Account Executive

This is a fully remote position, open to applicants in Mexico, +1 more state.

📋 Description

• Take ownership and oversee a diverse portfolio of small and medium-sized businesses, as well as mid-market accounts in the Northern Cone, focusing on generating new opportunities and expanding existing ones from initial prospecting to closure and renewal.

• Target customer accounts that employ up to 1,999 team members, managing the complexities and varying project sizes within the small and medium business and mid-market sectors.

• Clearly communicate the benefits of GitLab's AI-enhanced DevSecOps platform, customizing the approach to align with the specific business and technical requirements of customers.

• Develop and sustain a robust pipeline through proactive outreach, qualification, and advancing opportunities utilizing MEDDPICC and Command of the Message methodologies.

• Record buying criteria, decision-making processes, next steps, and key stakeholders to ensure disciplined sales cycles, effective territory management, and accurate forecasting.

• Collaborate with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to formulate account strategies and engage in co-selling initiatives.

• Facilitate customer adoption, minimize churn and contraction, and engage in quarterly forecasting and territory planning.

• Provide insights on wins and losses, update the sales handbook, and advocate for the customer voice via GitLab's public issue tracker.

⛳️ Requirements

• Proficiency in Spanish.

• Experience in selling SaaS solutions through value-driven discussions with both technical and business stakeholders, preferably including development or DevSecOps teams.

• Proven track record of owning and managing a comprehensive SMB and mid-market territory from prospecting to closing, including adoption and expansion efforts.

• Strong skills in building customer relationships, encompassing discovery, negotiation, and closing techniques.

• Capability to perform consistent outbound prospecting and maintain a healthy sales pipeline.

• Accurate documentation of territory and forecasts.

• Ability to work collaboratively with Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams.

• Excellent communication, presentation, and customer-insight documentation abilities.

• Genuine interest in GitLab, open source, and software development tools.

• Skill in connecting customer business challenges to GitLab's AI-driven DevSecOps platform.

• Willingness to travel as necessary to meet customers and attend events.

🏝️ Benefits

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

• Flexible Paid Time Off policy.

• Inclusion in Team Member Resource Groups.

• Equity compensation and an Employee Stock Purchase Plan.

• Opportunities through a Growth and Development Fund.

• Parental Leave support.