Commercial Account Executive - Named, US East

<div class="content-intro"><p>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.</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> <p>*<em>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.</em></p></div><h4><strong>An overview of this role</strong></h4> <p>Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.</p> <p>Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.</p> <p><strong>This person must be located in Eastern or Central Timezones.&nbsp;</strong></p> <h3><strong>What you'll do</strong></h3> <ul> <li>Meet or exceed quota while fostering strong customer relationships</li> <li>Articulate the value of GitLab to our <a href="https://handbook.gitlab.com/handbook/sales/#market-segmentation">Commercial</a> prospects and customers in the US Eastern region</li> <li>Take ownership of and act as the CEO for the book of business in your territory:</li> <ul> <li>Document the buying criteria &amp; process, next steps &amp; owners</li> <li>Build a strong pipeline through a healthy cadence of prospecting activity</li> <li>Prospect and close new business to expand your territory</li> <li>Ensure adoption of our solutions and do your best to avoid churn and contraction</li> <li>Work and collaborate with our Partner ecosystem to drive new business and value for our customers</li> <li>Create an accurate forecast for each quarter against your plan/budget</li> <li>Drive attendance to our events, which you will be part of to further network with current and prospective customers</li> </ul> <li>Contribute to root cause analyses on wins/losses.</li> <ul> <li>Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.</li> </ul> <li>Contribute to documenting improvements in our <a href="https://handbook.gitlab.com/handbook/sales/">sales handbook</a></li> <li>Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process</li> <li>Be the voice of the customer by contributing product ideas to our public <a href="https://gitlab.com/gitlab-org/gitlab-ee/issues">issue tracker</a></li> <li>Master MEDPICC and Command of the Message on all opportunities</li> </ul> <h3><strong>What you'll bring</strong></h3> <ul> <li>A true desire to see customers benefit from the investment they make with GitLab</li> <li>Demonstrated progressive experience with SaaS sales through pitching on value to d