Commercial Account Executive – Mid-Market

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

📋 Description

• Take ownership and manage a comprehensive Mid-Market portfolio as the main point of contact in your territory, concentrating on both new and expansion opportunities.

• Focus on customer accounts with 250 to 1,999 employees, overseeing a variety of project sizes and complexities within the mid-market segment.

• Clearly communicate the benefits of GitLab’s AI-enhanced DevSecOps platform to Mid-Market prospects and clients, customizing messaging to meet their business and technical requirements.

• Develop and sustain a robust pipeline through regular prospecting, qualification, and progression of opportunities, employing structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue objectives.

• Record buying criteria, decision-making processes, next steps, and key stakeholders to manage disciplined, well-coordinated sales cycles.

• Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to provide a seamless pre- and post-sales experience, co-sell and finalize opportunities, and broaden GitLab’s presence while delivering additional value for clients.

• Facilitate customer adoption of GitLab solutions, actively work to minimize churn and contraction, and engage in quarterly forecasting and territory planning.

• Contribute to ongoing improvement by sharing win/loss insights, updating the sales handbook, and representing the customer voice in product discussions via our public issue tracker.

⛳️ Requirements

• Proven experience in selling SaaS solutions by leading value-driven discussions with technical and business stakeholders, preferably involving development or DevSecOps teams.

• Capability to oversee a broad mid-market territory as the primary point of contact, managing a book of business from prospecting through to closure, adoption, and expansion.

• Proficiency in establishing and nurturing strong customer relationships, encompassing effective discovery, negotiation, and closing strategies to support long-term customer success.

• Comfortable with maintaining consistent outbound prospecting activity, developing and sustaining a healthy pipeline, and keeping precise territory and forecast documentation.

• Ability to work closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to align account strategies.

• Clear and organized communication skills, including the ability to present the GitLab value proposition to various audience levels and document customer insights and lessons learned.

• Genuine interest in GitLab, open source, and tools that facilitate software development, with the capacity to link customer business challenges to GitLab’s DevSecOps platform.

• Willingness to travel to meet clients and attend events as necessary, along with an openness to leveraging relevant, transferable sales experience from diverse backgrounds.

🏝️ Benefits

• Benefits designed to support your health, finances, and overall well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental Leave

• Home Office Support