Commercial Account Executive

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, marketing, partners, and technical teams) to coordinate account strategies.
• Ability to connect customer business challenges to GitLab's DevSecOps platform and communicate its value to different audiences, documenting customer insights and lessons learned; relevant, transferable sales experience from a variety of backgrounds is welcome.
• Fluent French language skills (required).
• Experience selling to development or DevSecOps teams is helpful, but not required.

About the team

You'll join the Europe, Middle East, and Africa Sales team, a distributed group of Account Executives, sales managers, and business development team members. We collaborate asynchronously across regions and partner with marketing, sales development, and technical teams.