Commercial Account Executive, GitLab
Mid-Market, US West
$68.8-114.6k
+ Equity + ESPP + Incentive Pay
More information about location
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$68.8-114.6k
+ Equity + ESPP + Incentive Pay
More information about location
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams
- Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion
- Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes
- Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation
- Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies
- Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learned
- Interest in GitLab, open source, and tools that support 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 needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application
What the job involves
- As a Commercial Account Executive, Mid-Market, you’ll be the primary point of contact for prospective and existing customers in our mid-market segment, helping organizations modernize how they plan, build, secure, and ship software with GitLab’s AI-powered DevSecOps platform
- You’ll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with GitLab to achieve clear business outcomes while supporting adoption and reducing churn
- You’ll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC and Command of the Message) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes
- Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities
- Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment
- Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs
- Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals
- Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles
- Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint while delivering added value for customers
- Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning
- Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker
- The Commercial Account Executive - Mid-Market role sits within GitLab’s broader Sales organization, focused on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform
- You’ll be part of a distributed team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners who work asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes
- Our mission is to guide customers through their journey with GitLab, from first evaluation to long term value realization, by developing new business, strengthening customer relationships, and supporting healthy product adoption
- We collaborate closely through shared playbooks, our sales handbook, and GitLab itself to stay aligned on territory plans, pipeline health, and best practices
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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