GitLab

Commercial Account Executive

GitLab

full-time

Posted on:

Location Type: Remote

Location: Singapore

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About the role

  • Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform and GitLab Duo.
  • Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, aligning stakeholders, negotiating, and closing to create new ARR and multi-year commitments.
  • Meet or exceed quota by building strong, long-term customer relationships, expanding executive sponsorship, and acting as the primary point of contact for all commercial opportunities and strategic initiatives in your territory.
  • Articulate the value of GitLab and our AI-powered capabilities to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, security and compliance needs, and toolchain consolidation strategies.
  • Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts through regular pipeline and deal reviews. Use data to prioritize and reduce risk in your business.
  • Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption of GitLab and GitLab Duo, and support expansion while minimizing churn and contraction across your account base.
  • Represent GitLab in customer meetings, executive briefings, and regional events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities.
  • Mentor and coach fellow Commercial Account Executives by sharing advanced sales strategies, customer insights, competitive positioning, and lessons learned to help elevate team performance, refine our commercial sales motion, and contribute to team goal achievement.
  • Regularly meet on-site with key customers to develop and strengthen executive-level relationships, shape long-term platform and AI strategy with decision makers, and ensure GitLab is viewed as a strategic, long-term partner at the highest levels of the organization.

Requirements

  • Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar sales role serving mid-market customers.
  • Ability to quickly learn and sell a complex AI-powered SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying, engaging, and breaking into new logos while expanding within existing customers.
  • Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts, manage a large, active pipeline, and run your territory using both insight and data.
  • Proven success managing and closing larger, more complex commercial deals using multi-threading, MEDPICC, Command of the Message, and strong negotiation and executive coverage strategies.
  • Self-starter who acts as a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions that align to customer outcomes.
  • Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate overall performance, support ramping team members, and contribute to collective goal achievement.
  • Effective communication and interpersonal skills, with the ability to articulate GitLab’s value at all levels of the customer organization, lead clear and compelling customer and executive conversations, and remain calm, solutions-focused, and resilient under pressure.
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
B2B software salesAI-powered SaaSDevSecOpsdeal managementnegotiation strategiesmulti-threadingKPI executionconsultative salespipeline managementforecasting
Soft Skills
relationship buildingmentoringcoachingeffective communicationinterpersonal skillsresilienceproblem-solvingteam collaborationexecutive engagementstrategic thinking