Commercial Account Executive – Mid-Market

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

📋 Description

• Take ownership of and expand a portfolio of mid-market commercial accounts within your designated territory, targeting organizations that can leverage GitLab's AI-powered DevSecOps platform.

• Manage the complete sales cycle for commercial clients by generating and qualifying leads through proactive outreach, followed by guiding discovery, negotiation, and closing processes to generate new Annual Recurring Revenue (ARR).

• Achieve or surpass sales quotas by establishing strong, lasting customer relationships and serving as the primary contact for all commercial opportunities in your territory.

• Clearly communicate the value of GitLab to mid-market prospects and clients, effectively linking our platform to their business objectives, productivity aspirations, and security requirements.

• Oversee your territory by documenting purchasing criteria and procedures, determining subsequent steps and responsibilities, and ensuring opportunity data is precise and current. Develop clear quarterly forecasts aligned with your strategy through regular pipeline and deal assessments.

• Work closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure product adoption, and facilitate expansion while minimizing customer churn and contraction.

• Represent GitLab in client meetings and events by enhancing attendance and delivering engaging presentations, proposals, and reports that highlight value and results. Contribute customer feedback to our public issue tracker and apply MEDPICC and Command of the Message methodologies to all opportunities.

• Guide and support fellow Commercial Account Executives by sharing sales techniques, customer insights, and lessons learned to enhance team performance and contribute to achieving team objectives.

• Frequently visit key clients to cultivate and reinforce executive-level relationships, ensuring GitLab is recognized as a strategic, long-term partner at the highest organizational levels.

⛳️ Requirements

• Proven ability to navigate complex B2B software sales cycles and build trusted relationships with commercial and mid-market clients, preferably in a role such as Commercial Account Executive or similar, targeting mid-market customers.

• Capability to rapidly understand and sell a sophisticated SaaS or DevSecOps platform to commercial and mid-market accounts, including the ability to identify and penetrate new customer segments.

• Exceptional operational discipline for deal management within Salesforce and Clari (or comparable CRM and forecasting tools), with the expertise to create dependable forecasts and manage your territory utilizing both insights and data.

• Proficiency in managing and finalizing larger, intricate deals in the Commercial segment through established multi-threading, negotiation, and executive engagement strategies.

• Self-motivated individual who takes initiative in territory account planning, executing quarterly and annual KPIs, and driving new business acquisition and expansion through consultative, multi-stakeholder sales techniques.

• Proven track record of mentoring and coaching colleagues, sharing knowledge and insights throughout the team, and assuming additional responsibilities that enhance team performance and collective goal achievement.

• Strong communication and interpersonal abilities, capable of conveying value at all levels of the customer organization, leading impactful customer discussions, and maintaining composure and focus on solutions under pressure.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall well-being

• Flexible Paid Time Off policy

• Access to Team Member Resource Groups

• Equity Compensation and Employee Stock Purchase Plan

• Growth and Development Fund

• Parental Leave policy