Commercial Account Executive, Mid Market

1 Week ago • All levels

Job Summary

Job Description

This role is for a Commercial Account Executive, focused on the mid-market segment. The responsibilities include exceeding sales quotas, building and maintaining customer relationships, and articulating the value of GitLab to prospective clients in the US Central region. The role also involves managing a book of business, creating accurate sales forecasts, and collaborating with cross-functional teams. The candidate will need to demonstrate a true desire for the customer's success and possess strong sales and communication skills.
Must have:
  • Demonstrated experience with SaaS sales and pitching value.
  • Effective communicator with strong interpersonal skills.
  • Motivated, driven, and results-oriented individual.
  • Excellent negotiation, presentation, and closing skills.
  • A true desire to see customers benefit from GitLab investments
Good to have:
  • Experience with Git, software development tools, and ALM.
  • Interest in GitLab and open-source software.
Perks:
  • Benefits to support your health, finances, and well-being
  • All remote, asynchronous work environment
  • Flexible Paid Time Off
  • Team Member Resource Groups
  • Equity Compensation & Employee Stock Purchase Plan
  • Growth and Development Fund
  • Parental leave
  • Home office support

Job Details

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

An overview of this role

Mid-Market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ between 100 to 1,999 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.

Mid-Market 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.

What you'll do

  • Meet or exceed quota while fostering strong customer relationships
  • Articulate the value of GitLab to our Mid Market prospects and customers in the US Central 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.
    • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
  • Contribute to documenting improvements in our sales handbook
  • Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
  • 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 team (preferably devops)
  • Interest in GitLab, and open source software
  • Ability to leverage established relationships and proven sales techniques for success
  • Effective communicator, strong interpersonal skills
  • Motivated, driven and results oriented
  • Excellent negotiation, presentation and closing skills
  • Preferred experience with Git, Software Development Tools, Application Lifecycle Management
  • You share our values, and work in accordance with those values.
  • Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

Hiring Process

  • Recruiter Phone Screen
  • Initial Screen with Hiring Manager
  • Interview with Area Sales Manager
  • Mock Call with Sales Leadership
  • Final Interview with Area Vice President

How GitLab will support you

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

 
#Remote-US
 
Remote-Global

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