Commercial Account Executive – Mid-Market

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

📋 Description

• Take ownership and oversee a diverse Mid-Market portfolio, serving as the main point of contact within your territory, with an emphasis on new business and expansion opportunities.

• Target customer accounts with 250 to 1,999 employees, managing a range of project sizes and complexities within the mid-market sector.

• Communicate the advantages of GitLab’s AI-driven DevSecOps platform to Mid-Market prospects and clients, customizing messaging to fit their business and technical requirements.

• Develop and sustain a robust pipeline by engaging in regular prospecting, qualifying leads, and advancing opportunities, utilizing structured methodologies such as MEDDPICC and Command of the Message to achieve your pipeline and revenue objectives.

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

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

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

• Contribute to ongoing improvements by sharing win/loss insights, updating the sales handbook, and serving as a clear voice of the customer in the product through our public issue tracker.

⛳️ Requirements

• Proven experience selling SaaS solutions by leading value-focused discussions with both technical and business stakeholders, preferably including development or DevSecOps teams.

• Capability to manage a wide mid-market territory as the primary point of contact, taking full ownership of a book of business from prospecting through to closure, adoption, and expansion.

• Proficiency in cultivating and sustaining strong customer relationships, encompassing effective discovery, negotiation, and closing to facilitate long-term customer success.

• Comfortable maintaining consistent outbound prospecting efforts, cultivating and sustaining a healthy pipeline, and ensuring accurate documentation of territory and forecasts.

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

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

• Enthusiasm for GitLab, open source, and tools that facilitate software development, with the ability to link customer business challenges to GitLab’s DevSecOps platform.

• Willingness to travel to meet customers and attend events as necessary, along with a readiness to leverage relevant, transferable sales experience from diverse backgrounds.

🏝️ Benefits

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

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.