Commercial Account Executive, Northern Cone

About This RoleAI processing…

Key Responsibilities

• 1
  Own and manage a broad small and medium-sized business and mid-market book of business in Northern Cone, driving new and expansion opportunities from prospecting through close and renewal.
• 2
  Focus on customer accounts with up to 1,999 team members, navigating a range of project sizes and complexity within the small and medium-sized business and mid-market segments.
• 3
  Articulate the value of GitLab's AI-powered DevSecOps platform, tailoring your approach to each customer's business and technical needs to support clear, outcome-focused decisions.
• 4
  Build and maintain a healthy pipeline through consistent outbound prospecting, qualification, and opportunity advancement, using structured methodologies such as MEDDPICC and Command of the Message.
• 5
  Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles and support accurate territory and forecast management.
• 6
  Collaborate with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to coordinate account strategies, co-sell, and deliver a cohesive pre- and post-sales experience.
• 7
  Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• 8
  Share win and loss insights, update the sales handbook, and serve as a clear voice of the customer through GitLab's public issue tracker.
• 9
  Fluency in Spanish and experience selling software as a service (SaaS) solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• 10
  Experience owning and managing a broad small and medium-sized business and mid-market territory as the primary point of contact, from prospecting through close, adoption, and expansion.
• 11
  Skill in building and maintaining strong customer relationships, including discovery, negotiation, and closing in support of long-term customer outcomes.
• 12
  Comfort driving consistent outbound prospecting, creating and maintaining a healthy pipeline, and keeping territory and forecast documentation accurate.
• 13
  Ability to collaborate with Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams to coordinate and carry out account strategies.
• 14
  Clear and structured communication skills, including presenting GitLab's DevSecOps value proposition to different audiences and documenting customer insights.
• 15
  Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab's AI-powered DevSecOps platform.
• 16
  Willingness to travel to meet customers and attend events as needed. We welcome transferable sales experience from a variety of backgrounds.

Requirements

• Build and maintain a healthy pipeline through consistent outbound prospecting, qualification, and opportunity advancement, using structured methodologies such as MEDDPICC and Command of the Message.
• Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification.
• If you have a disability or special need that requires accommodation , please let us know during the recruiting process .

Perks & Benefits