Commercial Account Executive, Indonesia at 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. 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. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As a Commercial Account Executive, you'll drive GitLab's growth by helping commercial and mid-market organisations adopt, implement, and expand our AI-powered DevSecOps platform. You'll elevate your impact through leadership in complex deal cycles and by mentoring others on the team. You'll focus on managing and growing a defined book of business. You'll also source new opportunities and guide customers through their DevSecOps and AI adoption journeys. You'll build pipeline that turns into measurable new annual recurring revenue (ARR) and long-term expansion. In this role, you'll act as a strategic connector between customer stakeholders and GitLab's field organization. You'll help ensure GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also share best practices, deal strategy, and customer insights to help raise overall team performance. In your first year, you'll deepen executive-level relationships within key accounts. You'll build and execute a territory plan that supports a healthy book of business. You'll consistently deliver top-tier performance while contributing to the success and growth of your peers. What you'll do • Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform and GitLab Duo. • Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, aligning stakeholders, negotiating, and closing to create new ARR and multi-year commitments. • Meet or exceed quota by building strong, long-term customer relationships, expanding executive sponsorship, and acting as the primary point of contact for all commercial opportunities and strategic initiatives in your territory. • Articulate the value of GitLab and our AI-powered capabilities to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, security and compliance needs, and toolchain consolidation strategies. • Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts through regular pipeline and deal reviews. Use data to prioritize and reduce risk in your business. • Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption of GitLab and GitLab Duo, and support expansion while minimizing churn and contraction across your account base. • Represent GitLab in customer meetings, executive briefings, and regional events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities. • Mentor and coach fellow Commercial Account Executives by sharing advanced sales strategies, customer insights, competitive positioning, and lessons learned to help elevate team performance, refine our commercial sales motion, and contribute to team goal achievement. • Regularly meet on-site with key customers to develop and strengthen executive-level relationships, shape long-term platform and AI strategy with decision makers, and ensure GitLab is viewed as a strategic, long-term partner at the highest levels of the organization. What you'll bring • Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar sales role serving mid-market customers. • Ability to quickly learn and sell a complex AI-powered SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying, engaging, and breaking into new logos while expanding within existing customers. • Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts, manage a large, active pipeline, and run your territory using both insight and data. • Proven success managing and closing larger, more complex commercial deals using multi-threading, MEDPICC, Command of the Message, and strong negotiation and executive coverage strategies. • Self-starter who acts as a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions that align to customer outcomes. • Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate overall performance, support ramping team members, and contribute to collective goal achievement. • Effective communication and interpersonal skills, with the ability to articulate GitLab’s value at all levels of the customer organization, lead clear and compelling customer and executive conversations, and remain calm, solutions-focused, and resilient under pressure. About the team The Commercial Sales team is responsible for driving growth and long-term value for GitLab customers in the Commercial segment. As a Commercial Account Executive, you'll be part of a distributed, all-remote team that works asynchronously across regions. You'll partner closely with GitLab's sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams. We value transparency, strong teamwork, and continuous learning. We support one another with open communication, regular feedback, and by sharing what's working and what isn't. As a team, we focus on continuously improving how we work together and on helping each other grow. How GitLab Supports Full-Time Employees • 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 • Home office support 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. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.