Commercial Account Executive - Mid-Market, West at GitLab

United States

$66.3k - $117k

<p>GitLab is an open-core software company that develops the most comprehensive <a href="https://about.gitlab.com/solutions/devops-platform">AI-powered DevSecOps Platform</a>, used by more than 100,000 organizations. Our <a href="https://about.gitlab.com/company/mission">mission</a> is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like <a href="https://about.gitlab.com/gitlab-duo/">Duo Enterprise</a> and <a href="https://about.gitlab.com/blog/gitlab-duo-agent-platform-what-is-next-for-intelligent-devsecops/">Duo Agent Platform</a>, customers get AI benefits at every stage of the SDLC. </p> <p>The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our <a href="https://handbook.gitlab.com/handbook/values/">values</a> and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software.</p><h2><strong>An overview of this role</strong></h2> <p>As a Commercial Account Executive - Mid-Market, you’ll be the primary point of contact for prospective and existing customers in our mid-market segment, helping organizations modernize how they plan, build, secure, and ship software with GitLab’s AI-powered DevSecOps platform. You’ll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with GitLab to achieve clear business outcomes while supporting adoption and reducing churn. You’ll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC and Command of the Message) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.</p> <h2><strong>What you’ll do</strong></h2> <ul> <li>Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.</li> <li>Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.</li> <li>Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs.</li> <li>Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals.</li> <li>Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.</li> <li>Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint while delivering added value for customers.</li> <li>Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.</li> <li>Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.</li> </ul> <h2><strong>What you’ll bring</strong></h2> <ul> <li>Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.</li> <li>Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion.</li> <li>Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.</li> <li>Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.</li> <li>Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies.</li> <li>Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learned.</li> <li>Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab’s DevSecOps platform.</li> <li>Willingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds.</li> </ul> <h2><strong>About the team</strong></h2> <p>The Commercial Account Executive - Mid-Market role sits within GitLab’s broader Sales organization, focused on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform. You’ll be part of a distributed team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners who work asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes. Our mission is to guide customers through their journey with GitLab, from first evaluation to long term value realization, by developing new business, strengthening customer relationships, and supporting healthy product adoption. We collaborate closely through shared playbooks, our sales handbook, and GitLab itself to stay aligned on territory plans, pipeline health, and best practices. For more on how we work, see the<a href="https://handbook.gitlab.com/job-families/sales/account-executive/#commercial-account-executive---mid-market"> Commercial Account Executive Handbook</a>.</p> <p> </p> <p>#LI-SK1</p><p><em>The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. 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, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our <a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/">benefits</a><span> and </span><a href="https://about.gitlab.com/handbook/stock-options/">equity</a>. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.</em></p>United States Salary Range<span>$66,300</span><span>—</span><span>$117,000 USD</span><h4><strong>How GitLab will support you</strong></h4> <ul> <li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/">Benefits to support your health, finances, and well-being</a></li> <li><a href="https://handbook.gitlab.com/handbook/people-group/paid-time-off/">Flexible Paid Time Off</a> </li> <li><a href="https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&amp;text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.">Team Member Resource Groups</a></li> <li><a href="https://handbook.gitlab.com/handbook/total-rewards/stock-options/">Equity Compensation &amp; Employee Stock Purchase Plan</a></li> <li><a href="https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/">Growth and Development Fund</a></li> <li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave">Parental leave</a> </li> <li><a href="https://handbook.gitlab.com/handbook/finance/expenses/#equipment">Home office</a> support</li> </ul> <p>Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from <a href="https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups">underrepresented groups</a> are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.</p> <p><strong>Country Hiring Guidelines: </strong>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.  </p> <p><strong>Privacy Policy: </strong>Please review our <a href="https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/" target="_blank">Recruitment Privacy Policy.</a> Your privacy is important to us.</p> <p>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 <a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy" target="_blank">GitLab’s EEO Policy</a> and <a href="https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices" target="_blank">EEO is the Law</a>. If you have a disability or special need that requires <a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation" target="_blank">accommodation</a>, please let us know during the <a href="https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process" target="_blank">recruiting process</a>.</p>