Commercial Account Executive – Mid Market
GitLab
full-time
Posted on:
Location Type: Remote
Location: Greece
Visit company websiteExplore more
Tech Stack
About the role
- Report to a Regional Sales Director and own a broad book of businesses, from new prospects to growing existing accounts across Greece
- Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
- Support prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes.
- Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
- Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
- Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
- Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
- Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.
Requirements
- Proven success in software sales, ideally in a mid-market or enterprise context, managing a varied book of business.
- Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
- Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
- Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
- Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
- Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
- Alignment with GitLab's values, an interest in contributing from diverse or transferable sales backgrounds, and willingness to travel in line with company policy.
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
- Home office support
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
software salesnegotiationwin/loss analysisroot cause analysispipeline managementaccount planningsolution alignmentcustomer engagementsales cycle managementevidence-based decision making
Soft Skills
effective communicationinterpersonal skillscollaborationleadershippresentation skillscustomer advocacyprocess improvementanalytical thinkingproblem-solvingadaptability