Commercial Account Executive - Mid-Market, East

GitLab
United States
Workplace: RemoteFull timeUSD 68,800 - 114,600 annuallyFunction: SalesSkills: ["Value-based selling","Customer relationship management","Discovery","Negotiation","Structured communication"]

Own the mid-market territory as the primary point of contact for prospective and existing customers, guiding them through full sales cycles for GitLab’s AI-powered DevSecOps platform. Build and maintain a healthy pipeline using structured methodologies (MEDDPICC and Command of the Message), run disciplined sales forecasting, and document buying criteria and stakeholders. Partner cross-functionally to drive adoption, expansion, and churn reduction outcomes.

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FursaFursa
GitLab
GitLab
4 days ago

Commercial Account Executive - Mid-Market, East

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Source: Company careers pageValidated by: Fursa AI
Last checked: 9 hours agoStatus: Live
Reposted: similar role first listed 7 months ago

Job Summary

Own the mid-market territory as the primary point of contact for prospective and existing customers, guiding them through full sales cycles for GitLab’s AI-powered DevSecOps platform. Build and maintain a healthy pipeline using structured methodologies (MEDDPICC and Command of the Message), run disciplined sales forecasting, and document buying criteria and stakeholders. Partner cross-functionally to drive adoption, expansion, and churn reduction outcomes.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales

Key Responsibilities

  • •Own and manage a broad mid-market book of business as the primary point of contact in the territory, including new and expansion opportunities.
  • •Focus on mid-market accounts (250 to 1,999 employees) and manage opportunities across deal sizes and complexity.
  • •Articulate the value of GitLab’s AI-powered DevSecOps platform, tailoring messaging to business and technical needs.
  • •Build and maintain a healthy pipeline through prospecting, qualification, and advancement using methodologies such as MEDDPICC and Command of the Message.
  • •Drive pre- and post-sales collaboration to support adoption, reduce churn, and contribute to quarterly forecasting and territory planning.

Pay and Benefits

Salary: USD 68,800 - 114,600 annually
Perks:Paid LeaveEquity CompensationEquityParental LeaveLearning Budget

Key Requirements

  • •Experience selling SaaS solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
  • •Ability to manage a broad mid-market territory end-to-end, owning the book of business from prospecting through close, adoption, and expansion.
  • •Strong customer relationship skills, including discovery, negotiation, and closing to support long-term customer outcomes.
  • •Comfort driving consistent outbound prospecting to build and maintain an accurate pipeline and forecast documentation.
  • •Interest in GitLab, open source, and tools that support software development, connecting customer challenges to GitLab’s DevSecOps platform.
Experience:SaaSDevSecOpsOpen source
Skills:Value-based sellingCustomer relationship managementDiscoveryNegotiationStructured communication
Languages:English

Company Brief

GitLab
Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2011
WebsiteLinkedIn