Commercial Account Executive

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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 values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As an Account Executive, you'll be the primary connection between GitLab and its customers, working with organizations of up to 4,000 team members to help them adopt and expand the world's most comprehensive platform for software development, security, and operations (DevSecOps), which uses artificial intelligence. You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales Director, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, and maintaining accurate pipeline data based on evidence. In your first year, you'll focus on building trusted relationships and delivering meaningful business outcomes for customers.

What you'll do

• Own a broad book of Enterprise business, from new prospects to growing existing accounts.

• Manage the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.

• Articulate the value of GitLab's DevSecOps platform and its artificial intelligence capabilities to Mid-Market prospects and customers, tailoring messaging to their business and technical needs.

• Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using a structured sales process to support your pipeline and revenue goals.

• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.

• 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.

• Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning; travel to meet customers and attend events as needed.

What you'll bring

• Experience selling software as a service (SaaS) solutions.

• 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.

• Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.

• Experience conducting consistent outbound prospecting, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.

• Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketi