Commercial Account Executive, Southern Cone - GitLab

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.

Role Overview

As a Commercial Account Executive for Southern Cone, you'll be the primary point of contact for prospective and existing small and medium-sized business and mid-market customers in Argentina, Chile, Uruguay, Paraguay, and Bolivia. You'll help organizations with up to 1,999 team members modernize how they plan, build, secure, and ship software with GitLab's AI-powered DevSecOps platform. You'll own a broad book of business and act as a trusted advisor as you prospect, run complex sales cycles, guide customers toward clear business outcomes, support adoption, and reduce churn.

This role is 100% remote and must be based in Mexico.

What You'll Do

• Manage Territory: Own and manage a broad SMB and mid-market book of business in the Southern Cone, driving new and expansion opportunities from prospecting through close and renewal.
• Value Selling: Articulate the value of GitLab's AI-powered DevSecOps platform, tailoring your approach to each customer's business and technical needs to support clear, outcome-focused decisions.
• Pipeline Generation: Build and maintain a healthy pipeline through consistent outbound prospecting, qualification, and opportunity advancement, using structured methodologies such as MEDDPICC and Command of the Message.
• Sales Discipline: Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles and support accurate territory and forecast management.
• Collaborate: Partner with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to coordinate account strategies, co-sell, and deliver a cohesive pre- and post-sales experience.
• Customer Success: Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Knowledge Sharing: Share win and loss insights, update the sales handbook, and serve as a clear voice of the customer through GitLab's public issue tracker.

What You'll Bring

• Language & Experience: Fluency in Spanish and experience selling software as a service (SaaS) solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• Territory Management: Experience owning and managing a broad SMB and mid-market territory as the primary point of contact, from prospecting through close, adoption, and expansion.
• Relationship Building: Skill in building and maintaining strong customer relationships, including discovery, negotiation, and closing in support of long-term customer outcomes.
• Pipeline & Prospecting: Comfort driving consistent outbound prospecting, creating and maintaining a healthy pipeline, and keeping territory and forecast documentation accurate.
• Collaboration: Ability to collaborate with Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams to coordinate and carry out account strategies.
• Communication: Clear and structured communication skills, including presenting GitLab's DevSecOps value proposition to different audiences 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 AI-powered DevSecOps platform.
• Travel: Willingness to travel to meet customers and attend events as needed.

About the Team

This role sits within GitLab's broader Sales organization, focused on helping SMB and mid-market customers adopt and expand their use of our AI-powered DevSecOps platform. You'll work with a distributed group across account management, Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams. Together, the team collaborates asynchronously across regions 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)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental Leave