Commercial Account Executive - Mid-Market, Canada

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.

As a Commercial Account Executive, Mid-Market, you’ll be the primary point of contact for prospective and existing customers in our mid-market segment, helping organizations modernize how they plan, build, secure, and ship software with GitLab’s AI-powered DevSecOps platform. You’ll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with GitLab to achieve clear business outcomes while supporting adoption and reducing churn.

Must be located in Canada.

What You'll Do

• Own and manage a broad Commercial book of business as the primary point of contact in your territory, focusing on expansion opportunities.
• Focus on customer accounts with low to modest current investments in GitLab in an effort to grow and expand our partnership.
• Articulate the value of GitLab’s AI-powered DevSecOps platform to Commercial prospects and customers, tailoring messaging to their business and technical needs.
• Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message).
• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.
• Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint.
• Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and acting as a clear voice of the customer into the product via our public issue tracker.

What You'll Bring

• Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion.
• Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.
• Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.
• Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies.
• Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights.
• Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab’s DevSecOps platform.
• Ability to travel for events such as trainings, team offsites, and customer meetings.

About the Team

The Commercial Account Executive - Mid-Market role focuses on helping mid-market customers adopt and expand their use of our AI-powered DevSecOps platform. You’ll be part of a dedicated Canadian team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners to manage a broad book of business and a wide range of opportunity sizes.

Benefits & Support

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off (PTO)
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups