Commercial Account Executive – Mid-Market

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

📋 Description

• Act as the main point of contact for both prospective and current mid-market clients.

• Oversee and manage a diverse portfolio focused on new business and growth opportunities.

• Handle accounts with employee counts ranging from 250 to 1,999, encompassing various project sizes and complexities.

• Clearly communicate the advantages of GitLab’s AI-driven DevSecOps platform to potential and existing clients.

• Develop and sustain a sales pipeline through effective prospecting, qualification, and progression of opportunities.

• Utilize MEDDPICC and Command of the Message methodologies to achieve pipeline and revenue objectives.

• Record buying criteria, decision-making processes, next steps, and key stakeholders involved.

• Work in collaboration with sales development, customer success, renewals, marketing, technical teams, and partners to align account strategies and finalize opportunities.

• 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 relay customer feedback via the public issue tracker.

⛳️ Requirements

• Must reside in either the East or Central time zones in the United States.

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

• Capability to manage a wide mid-market territory and take ownership of a business portfolio from prospecting through closing, adoption, and growth.

• Strong skills in customer relationship management, discovery, negotiation, and closing deals.

• Consistent experience in outbound prospecting and managing sales pipelines.

• Accurate documentation of territory and forecasting processes.

• Ability to work collaboratively with sales development, customer success, renewals, marketing, partners, and technical teams.

• Excellent communication skills, including the ability to present the GitLab value proposition and document customer insights effectively.

• A genuine interest in GitLab, open-source technologies, and software development tools.

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

🏝️ Benefits

• Comprehensive benefits to promote your health, financial security, and overall well-being.

• Flexible Paid Time Off policy.

• Access to Team Member Resource Groups.

• Equity Compensation along with an Employee Stock Purchase Plan.

• Growth and Development Fund available for personal and professional advancement.

• Parental Leave provided for new parents.

• Sales incentive pay aimed at reaching up to 100% of the offered base salary.