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An overview of this role

As a Commercial Account Executive, you'll drive GitLab's growth by helping mid-market organisations adopt, implement, and expand our AI-powered DevSecOps platform. You'll also elevate your impact through team leadership and mentoring. You'll focus on commercial and mid-market accounts, guiding customers through their digital and DevSecOps journeys and driving pipeline generation that translates into measurable new ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also mentor and coach fellow team members, sharing knowledge and learnings to elevate team performance. In your first year at this level, you'll deepen executive-level customer relationships, continue building a healthy book of business, and demonstrate consistent top-tier performance while supporting the growth of your peers.

What you'll do

• 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.
• Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR.
• Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory.
• Articulate the value of GitLab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs.
• 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 against your plan through regular pipeline and deal reviews.
• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction.
• Represent GitLab in customer meetings and 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, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement.
• Regularly meet on-site with key customers to develop and strengthen executive-level relationships, ensuring GitLab is viewed as a strategic, long-term partner at the highest levels of the organization.

What you'll bring

• 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 role serving mid-market customers.
• Ability to quickly learn and sell a complex SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying and breaking into new 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 and manage your territory using both insight and data.
• Skill in managing and closing larger, more complex deals in the Commercial segment using proven multi-threading, negotiation, and executive coverage strategies.
• Self-starter who is a manager of one when it comes to territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions.
• Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate team performance and collective goal achievement.
• Effective communication and interpersonal skills, with the ability to articulate value at all levels of the customer organization, lead clear and compelling customer conversations, and remain calm and solutions-focused under pressure.

About the team

The Commercial Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our mid-market customers. As a Commercial Account Executive, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared territory planning, regular deal reviews, and knowledge sharing focused on winning new customers, expanding existing accounts, and helping mid-market organizations get the most value from GitLab.