Commercial Account Executive Mid Market

About GitLab and the Role of a Commercial Account Executive Mid Market

GitLab is an open-core software company renowned for developing the most comprehensive AI-powered DevSecOps Platform, utilized by over 100,000 organizations globally. Our core mission is to empower everyone to contribute to and co-create the software that drives our world, significantly accelerating human progress by transforming consumers into contributors. The GitLab platform fosters unity across teams and organizations, breaking down barriers and innovating software development with products like Duo Enterprise and Duo Agent Platform, which deliver AI benefits throughout the Software Development Life Cycle (SDLC). We embed AI as a fundamental productivity multiplier within our team, expecting all members to integrate AI into their daily routines for enhanced efficiency, innovation, and impact. GitLab offers an environment where careers flourish, innovation thrives, and every voice is respected, driven by a high-performance culture, strong values, and continuous knowledge exchange.

As a Commercial Account Executive Mid Market at GitLab, you will be the primary link between GitLab and its UK-based customers, focusing on organizations with up to 4,000 team members. Your role involves guiding these companies in adopting and expanding their use of the world's most comprehensive AI-powered DevSecOps platform. You will manage a diverse book of business, supporting both small, rapidly growing teams and more complex projects as they modernize their software delivery. Reporting to an Area Sales Manager, you will collaborate closely with business development, marketing, and technical teams. Your responsibilities include managing the full sales process: shaping the customer's journey, documenting buying criteria, ensuring accurate pipeline data, and providing insights on deal outcomes. In your first year, expect to build strong customer relationships, deliver measurable business outcomes, and act as the customer's advocate internally by contributing ideas to our public issue tracker and enhancing our sales handbook.

What You'll Do

• Report to an Area Sales Manager, managing a comprehensive book of business that includes new prospects and existing account growth.
• Oversee the entire sales cycle for prospects, from initial discovery and solution alignment to negotiation and successful closing.
• Effectively communicate GitLab's DevSecOps value proposition, aligning it with customer business outcomes to support prospects.
• Analyze sales outcomes, contributing to root cause analyses for wins and losses, and sharing insights with account managers, marketing, and technical teams.
• Maintain accurate documentation of buying criteria, processes, next steps, and ownership to ensure a reliable and evidence-based sales pipeline.
• Contribute to the improvement of our sales handbook and processes by documenting best practices and identifying areas for refinement.
• Provide leadership and strategic direction across pre-sales and post-sales activities, collaborating closely with technical teams and customer success.
• Represent the voice of the customer by providing product feedback and ideas via our public issue tracker.

What You'll Bring

• Demonstrated success in software sales, particularly within a mid-market or enterprise setting, managing a varied client portfolio.
• Ability to guide customers through their complete buying journey, including defining criteria, mapping processes, and driving clear next steps.
• Excellent communication and interpersonal skills essential for collaborating with business development, marketing, technical teams, and sales management.
• Experience in accurately documenting and maintaining pipeline data and account plans based on verifiable evidence.
• Proficiency in conducting win/loss and root cause analyses, and effectively sharing insights to enhance team performance and processes.
• Strong negotiation skills, experience presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• A genuine interest in GitLab, open-source software, and ideally, familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab's values, an openness to contribute from diverse or transferable sales backgrounds, and willingness to travel as per company policy.

Key Skills/Competency

• Software Sales
• Account Management
• DevSecOps Platform
• Sales Cycle Management
• Customer Relationship Management
• Pipeline Management
• Negotiation
• Market Analysis
• Cross-functional Collaboration
• GitLab Platform