Commercial Account Executive - Named, US West

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. 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

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 our Commercial prospects and customers in the US Eastern 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

Location

Remote-Global

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$91,600—$152,400 USD

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

Key skills/competency

• SaaS Sales
• DevOps
• Account Management
• Pipeline Management
• Sales Forecasting
• Negotiation
• Customer Relationship Management
• Prospecting
• Closing Deals
• Open Source Software