Commercial Account Executive - Named, 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.

About 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 person must be located in Central, Mountain, or Pacific Timezones.

What You'll Do

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to Commercial prospects and customers in the US region
• Take ownership of and act as the "CEO" for the book of business in your territory:
  • Document the buying criteria & process, next steps & owners
  • Build a strong pipeline through a healthy cadence of prospecting activity
  • Prospect and close new business to expand your territory
  • Ensure adoption of our solutions and do your best to avoid churn and contraction
  • Work and collaborate with our Partner ecosystem to drive new business and value for our customers
  • Create an accurate forecast for each quarter against your plan/budget
  • Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses and communicate lessons learned to the team, including account managers, marketing, and technical teams
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, and Sales Development, to provide account leadership
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

What You'll Bring

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with SaaS sales through pitching on value to development teams (preferably DevOps)
• Interest in GitLab and open-source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communication and strong interpersonal skills
• Motivation, drive, and a results-oriented mindset
• Excellent negotiation, presentation, and closing skills
• Preferred experience with Git, Software Development Tools, and Application Lifecycle Management
• Alignment with GitLab's core values
• Ability to travel regularly to meet with customers in person

Benefits & Compensation

• Salary Range: $91,600 — $152,400 USD base (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