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. You will generate and qualify pipeline, lead discovery and negotiations, close new business, and manage forecasts and opportunity data. You will build executive-level customer relationships, coordinate with internal partners, present value to customers, and coach fellow account executives.
Requirements
- Drive complex B2B software sales cycles with commercial and mid-market customers.
- Learn and sell complex SaaS or DevSecOps platforms.
- Use Salesforce and Clari or similar CRM and forecasting tools for deal management and forecasting.
- Manage and close larger, complex Commercial-segment deals using multi-threading, negotiation, and executive coverage strategies.
- Perform territory account planning and execute quarterly and annual KPIs.
- Drive new business acquisition and expansion through consultative, multi-stakeholder sales motions.
- Mentor and coach peers and contribute to team-level responsibilities.
- Communicate value effectively across customer organizational levels.
Responsibilities
- Own and grow a book of mid-market commercial accounts.
- Generate and qualify pipeline through outbound prospecting.
- Lead discovery, negotiation, and closing to create new annual recurring revenue.
- Meet or exceed quota and act 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 business, adoption, and expansion.
- Represent the organization in customer meetings and events through presentations, proposals, and reports.
- Apply MEDPICC and Command of the Message to opportunities.
- 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 and an Employee Stock Purchase Plan.
- Parental leave.