[Remote] Commercial Account Executive - Mid-Market, US West

Note: The job is a remote job and is open to candidates in USA. GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to enhance developer productivity and improve operational efficiency. The Commercial Account Executive, Mid-Market, will serve as the primary contact for mid-market customers, managing a diverse book of business while driving customer adoption and reducing churn through strategic sales methodologies.ResponsibilitiesOwn and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunitiesFocus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segmentArticulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needsBuild 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 goalsDocument buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cyclesCollaborate 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 customersSupport customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planningContribute 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 trackerSkillsExperience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teamsAbility to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansionSkill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomesComfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentationAbility to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategiesClear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learnedInterest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab's DevSecOps platformWillingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgroundsBenefitsBenefits to support your health, finances, and well-beingFlexible Paid Time OffTeam Member Resource GroupsEquity Compensation & Employee Stock Purchase PlanGrowth and Development FundParental LeaveCompany OverviewGitLab is a web-based Git repository manager that offers a variety of features for software development teams. It was founded in 2014, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is http://about.gitlab.com.