Commercial Account Executive – Mid-Market

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

📋 Description

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

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

• Clearly communicate the advantages of GitLab’s AI-driven DevSecOps platform to Mid-Market prospects and clients, customizing messaging to align with 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 conduct disciplined, well-coordinated sales cycles.

• Work in collaboration with sales development, customer success, renewals, marketing, technical teams, and partners to provide a unified pre- and post-sales experience, co-sell and finalize opportunities, and broaden GitLab’s reach while delivering added value to customers.

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

• Contribute to ongoing improvement by sharing insights from wins and losses, updating the sales handbook, and acting as a clear voice of the customer in product discussions via our public issue tracker.

⛳️ Requirements

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

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

• Proficient in cultivating and sustaining strong customer relationships, including effective discovery, negotiation, and closing techniques to support long-term customer success.

• Comfortable maintaining consistent outbound prospecting activity, creating and sustaining a healthy pipeline, and keeping accurate territory and forecast documentation.

• Ability to closely collaborate 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.

• Interest in GitLab, open source, and tools that facilitate software development, with the ability to connect customer business challenges to GitLab’s DevSecOps platform.

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

🏝️ Benefits

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

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental Leave