Commercial Account Executive Mid Market
You will serve as the primary contact for mid-market prospects and customers in your territory. You will manage a broad book of business, prospect for new and expansion opportunities, lead complex sales cycles, and communicate the value of GitLab’s AI-powered DevSecOps platform. You will document buying criteria and stakeholder needs, maintain pipeline and forecast accuracy, collaborate with cross-functional partners, support adoption, reduce churn, and share customer insights.
Responsibilities
- Own and manage a mid-market book of business, focusing on new and expansion opportunities.
- Articulate the value of the AI-powered DevSecOps platform to prospects and customers.
- Build and maintain a healthy pipeline through prospecting, qualification, and opportunity advancement.
- Document buying criteria, decision processes, next steps, and key stakeholders.
- Collaborate with cross-functional partners to co-sell, close opportunities, and expand customer accounts.
- Support customer adoption and work proactively to reduce churn and contraction.
- Participate in quarterly forecasting and territory planning.
- Share win/loss insights, update the sales handbook, and communicate customer feedback to the product organization.
Requirements
- Experience selling SaaS solutions through value-based conversations with technical and business stakeholders.
- Ability to manage a mid-market territory and book of business from prospecting through close, adoption, and expansion.
- Customer relationship management, discovery, negotiation, and closing skills.
- Outbound prospecting, pipeline management, territory documentation, and forecasting skills.
- Ability to coordinate account strategies with cross-functional partners.
- Structured communication and presentation skills.
- Interest in open source, software development tools, and DevSecOps.
- Willingness to travel to meet customers and attend events as needed.
Benefits
- Health, financial, and well-being benefits.
- Flexible paid time off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Parental leave.