Commercial Account Executive - Mid-Market, US West

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.

The same principles built into our products are reflected in how our team works: 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. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

An Overview of This Role

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.

You’ll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC and Command of the Message) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.

Location Requirement: Must be located in Central, Mountain, or Pacific Timezones in the US.

What You'll Do

• Territory Management: Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.
• Account Focus: Target customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.
• Value Proposition: Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs.
• Pipeline Generation: 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).
• Sales Cycle Discipline: Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.
• Cross-Functional Collaboration: Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience.
• Customer Retention: Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Feedback Loop: Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.

What You'll Bring

• SaaS Sales Experience: Proven experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• Territory Ownership: 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.
• Relationship Building: Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.
• Pipeline Discipline: Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.
• Collaboration: Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies.
• Communication: Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights.
• Domain Interest: Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab’s DevSecOps platform.
• Flexibility: Willingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds.

About the Team

The Commercial Account Executive - Mid-Market role sits within GitLab’s broader Sales organization, focused on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform. You’ll be part of a distributed team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners who work asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes. Our mission is to guide customers through their journey with GitLab, from first evaluation to long term value realization.

Benefits & Compensation

• Base Salary Range: $68,800 — $114,600 USD (Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary)
• 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