The opportunity
The Commercial Sales team is responsible for driving growth and long-term value for GitLab customers in the Commercial segment. As a Senior Commercial Account Executive, you'll be part of a distributed, all-remote team that works asynchronously across regions.
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 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.
What they're looking for
- 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.
