Commercial Account Executive - Mid Market - SEA at Gitlab

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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits 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, 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. An overview of this role As a Commercial Account Executive, you'll drive GitLab's growth by helping mid-market organisations adopt, implement, and expand our AI-powered DevSecOps platform. You'll also elevate your impact through team leadership and mentoring. You'll focus on commercial and mid-market accounts, guiding customers through their digital and DevSecOps journeys and driving pipeline generation that translates into measurable new ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organisation so GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also mentor and coach fellow team members, sharing knowledge and learnings to elevate team performance. In your first year at this level, you'll deepen executive-level customer relationships, continue building a healthy book of business, and demonstrate consistent top-tier performance while supporting the 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. • Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR. • Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory. • Articulate the value of GitLab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs. • 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 against your plan through regular pipeline and deal reviews. • Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction. • Represent GitLab in customer meetings and 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, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement. • Regularly meet on-site with key customers to develop and strengthen executive-level relationships, ensuring 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 role serving mid-market customers. • Ability to quickly learn and sell a complex SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying and breaking into new 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 and manage your territory using both insight and data. • Skill in managing and closing larger, more complex deals in the Commercial segment using proven multi-threading, negotiation, and executive coverage strategies. • Self-starter who is a manager of one when it comes to territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions. • Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate team performance and collective goal achievement. • Effective communication and interpersonal skills, with the ability to articulate value at all levels of the customer organization, lead clear and compelling customer conversations, and remain calm and solutions-focused under pressure. About the team The Commercial Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our mid-market customers. As a Commercial Account Executive, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared territory planning, regular deal reviews, and knowledge sharing focused on winning new customers, expanding existing accounts, and helping mid-market organizations get the most value from GitLab. How GitLab will support you • 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.