Commercial Account Executive - Australia

About GitLab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued.

Overview of the Role

This role can be based in Sydney, Melbourne, or Brisbane. As a Commercial Account Executive, you'll drive GitLab's growth by helping commercial organizations adopt, implement, and expand our AI-powered DevSecOps platform. You will elevate your impact through team leadership and mentoring, primarily focusing on commercial accounts across the Queensland territory with opportunities in South Australia.

In this role, you will guide customers through their DevSecOps journeys, generate pipeline, and translate opportunities into measurable new ARR and long-term expansion while serving as a strategic connector between customer stakeholders and GitLab's field organization.

What You'll Do

• Own and grow a book of commercial accounts in your primary territory across Queensland, targeting organizations that benefit from GitLab's DevSecOps platform.
• Drive the full sales cycle with commercial customers: generate and qualify pipeline via outbound prospecting, and lead discovery, negotiation, and close.
• Partner with key customers to drive adoption and consumption of new products.
• Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for territory opportunities.
• Articulate GitLab's business value, connecting the platform to customer productivity outcomes and security needs.
• Maintain operational rigor by documenting buying criteria, updating Salesforce and Clari, and establishing accurate quarterly forecasts through deal reviews.
• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive expansion and minimize churn.
• Represent GitLab at meetings and events, delivering compelling presentations, proposals, and reports while applying MEDPICC and Command of the Message methodologies.
• Mentor and coach fellow Commercial Account Executives by sharing sales strategies, insights, and learnings.
• Regularly meet on-site with key customers to develop and deepen executive-level relationships.

What You'll Bring

• Proven ability to navigate complex B2B software sales cycles and build trusted relationships with commercial customers.
• Ability to quickly learn and sell a complex SaaS or DevSecOps platform, including outbound prospecting and breaking into new accounts.
• Operational rigor in deal and territory management using Salesforce and Clari (or similar CRM and forecasting tools).
• Skill in managing and closing larger, multi-threaded deals using proven negotiation and executive alignment strategies.
• Self-starter mentality as a "manager of one" across territory planning, KPI execution, and consultative sales motions.
• Demonstrated track record of mentoring and coaching peers to support overall team performance.
• Effective interpersonal and communication skills, with comfort leading high-level conversations under pressure.
• Experience driving product adoption and customer consumption.

Benefits

• Comprehensive benefits supporting health, finances, and well-being
• Flexible Paid Time Off (PTO)
• Equity compensation and Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental leave
• Team Member Resource Groups