Commercial Account Executive - Mid-Market

  • GitLab
  • Remote, US
  • 03 May, 2024

Job Description

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.


  1. Meet or exceed quota while fostering strong customer relationships
  2. Articulate the value of GitLab to our Mid Market prospects and customers
  3. 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
  4. Contribute to root cause analyses on wins/losses.
    • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
  5. Contribute to documenting improvements in our sales handbook
  6. 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
  7. Be the voice of the customer by contributing product ideas to our public issue tracker
  8. Master MEDPICC and Command of the Message on all opportunities


  1. A true desire to see customers benefit from the investment they make with GitLab
  2. Demonstrated progressive experience with Software sales through pitching on value
  3. Interest in GitLab, and open source software
  4. Ability to leverage established relationships and proven sales techniques for success
  5. Effective communicator, strong interpersonal skills
  6. Motivated, driven and results oriented
  7. Excellent negotiation, presentation and closing skills
  8. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
  9. You share our values, and work in accordance with those values.
  10. Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. Qualified candidates will be invited to schedule a 30 minute screening call with one of our Global Recruiters.


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.


The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.

California/Colorado/Hawaii/New Jersey/New York/Washington pay range
$66,300$117,000 USD

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.