Commercial Account Executive - Named, US East

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.

Overview of the Role

Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast-growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

This position is remote but requires the candidate to be located in the Eastern or Central Timezones.

What You'll Do

• Meet or Exceed Quota: Foster strong customer relationships while consistently hitting sales targets.
• Articulate Value: Present the value of GitLab to Commercial prospects and customers in the US Eastern region.
• Territory Ownership: Act as the "CEO" for your book of business:
  • Document buying criteria, processes, next steps, and key stakeholders.
  • Build a strong pipeline through a healthy cadence of prospecting activity.
  • Prospect and close new business to expand your territory.
  • Ensure solution adoption and work proactively to avoid churn and contraction.
  • Collaborate with the Partner ecosystem to drive new business and customer value.
  • Create accurate quarterly forecasts against your plan/budget.
  • Drive attendance to events and network with current and prospective customers.
• Analyze Wins/Losses: Contribute to root cause analyses and communicate lessons learned to account managers, marketing, and technical teams.
• Process Improvement: Contribute to documenting improvements in the GitLab sales handbook.
• Cross-Functional Collaboration: Partner with Customer Success, Renewals, and Sales Development to provide account leadership and ensure positive customer outcomes.
• Voice of the Customer: Contribute product ideas directly to the public issue tracker.
• Sales Methodology: Master MEDPICC and Command of the Message on all opportunities.

What You'll Bring

• Customer-Centric Mindset: A true desire to see customers benefit from their investment in GitLab.
• SaaS Sales Experience: Demonstrated progressive experience in SaaS sales, pitching value to development and DevOps teams.
• Industry Interest: A keen interest in GitLab, DevOps, and open-source software.
• Sales Execution: Ability to leverage established relationships and proven sales techniques for success.
• Communication Skills: Strong interpersonal, negotiation, presentation, and closing skills.
• Technical Familiarity: Preferred experience with Git, Software Development Tools, or Application Lifecycle Management.
• Values Alignment: Commitment to working in accordance with GitLab's core values.
• Travel: Ability to travel regularly to meet with customers in person.

Benefits & Support

• Compensation: Base salary of $79,900 — $141,000 USD, with sales roles eligible for incentive pay targeted at up to 100% of the offered base salary.
• Health & Well-being: Comprehensive benefits to support your health, finances, and well-being.
• Flexible Time Off: Flexible Paid Time Off (PTO) policy.
• Inclusion: Access to Team Member Resource Groups.
• Equity & Growth: Equity Compensation, Employee Stock Purchase Plan, and a dedicated Growth and Development Fund.
• Family Support: Paid Parental Leave.