Commercial Account Executive - Named, US West

You will own a commercial territory and manage a broad book of business. You will build pipeline through prospecting, close new business, support customer adoption, reduce churn, forecast quarterly performance, and work with partners and cross-functional stakeholders. You will document sales processes, contribute lessons from wins and losses, represent customer feedback, and apply MEDPICC and Command of the Message across opportunities.

Responsibilities

• Meet or exceed quota while fostering strong customer relationships
• Articulate GitLab's value to commercial prospects and customers
• Own the book of business in the assigned territory
• Document buying criteria, processes, next steps, and owners
• Build pipeline through consistent prospecting activity
• Prospect and close new business
• Drive solution adoption and reduce churn and contraction
• Collaborate with partners to drive customer value and new business
• Create accurate quarterly forecasts against the plan and budget
• Drive attendance at events and network with customers and prospects
• Contribute to root-cause analyses of wins and losses
• Communicate lessons learned to account managers, marketing, and technical stakeholders
• Document improvements to the sales handbook
• Collaborate with Customer Success, Renewals, and Sales Development to provide account leadership
• Contribute customer product ideas to the public issue tracker
• Apply MEDPICC and Command of the Message to all opportunities

Requirements

• Demonstrated progressive SaaS sales experience using value-based pitches to development teams, preferably in DevOps
• Interest in GitLab and open-source software
• Ability to leverage established relationships and proven sales techniques
• Strong communication and interpersonal skills
• Negotiation, presentation, and closing skills
• Preferred experience with Git, software development tools, and application lifecycle management
• Ability to travel regularly to meet customers in person and comply with the travel policy

Benefits

• Health, financial, and well-being benefits
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave