Commercial Account Executive
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will own and grow a portfolio of mid-market commercial accounts across Australia. You will generate and qualify pipeline, lead discovery, negotiate, close new business, and support account expansion. You will maintain accurate opportunity data, prepare quarterly forecasts, present to customers, and build executive-level relationships. You will collaborate with partners and internal sales functions to drive adoption, expansion, and retention. You will also mentor fellow Commercial Account Executives by sharing sales strategies, customer insights, and lessons learned.
Requirements
- Ability to drive complex B2B software sales cycles with commercial and mid-market customers
- Ability to learn and sell complex SaaS or DevSecOps platforms
- Operational rigor in Salesforce and Clari or similar CRM and forecasting tools
- Skill in managing and closing larger, complex commercial deals using multi-threading, negotiation, and executive coverage strategies
- Experience with territory account planning, KPI execution, new business acquisition, and expansion through consultative multi-stakeholder sales
- Ability to mentor and coach peers
- Effective communication and interpersonal skills
Responsibilities
- Own and grow a portfolio of mid-market commercial accounts in Australia
- Generate and qualify pipeline through outbound prospecting
- Lead discovery, negotiation, and closing activities to create new ARR
- Meet or exceed quota and serve as the primary contact for commercial opportunities
- Articulate platform value in relation to customer business outcomes, productivity goals, and security needs
- Document buying criteria, processes, next steps, and owners; maintain accurate opportunity information
- Create quarterly forecasts through regular pipeline and deal reviews
- Collaborate with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive adoption and expansion
- Deliver customer presentations, proposals, and reports; apply MEDPICC and Command of the Message
- Mentor and coach fellow Commercial Account Executives
- Meet on-site with key customers to strengthen executive-level relationships
Benefits
- Health, financial, and well-being benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity compensation
- Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
