Commercial Account Executive, Indonesia

About the Role

The role entails a deep understanding of the DevSecOps landscape, as well as the ability to build strong, long-term customer relationships. You will be expected to deliver top-tier performance while contributing to the success and growth of your peers. With a focus on executive-level relationships, you will act as a strategic connector between customer stakeholders and Gitlab's field organization.

Gitlab's high-performance culture is driven by a set of core values that emphasize innovation, collaboration, and continuous knowledge exchange. As a Commercial Account Executive, you will be expected to embody these values, leveraging AI as a core productivity multiplier to drive efficiency and impact.

What You Will Do

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from Gitlab's AI-powered DevSecOps platform
• Drive the full sales cycle with commercial customers, generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, and closing deals to create new ARR
• Meet or exceed quota by building strong, long-term customer relationships and expanding executive sponsorship
• Articulate the value of Gitlab and its AI-powered capabilities to mid-market prospects and customers, connecting the platform to their business outcomes and productivity goals
• Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up-to-date
• Create clear quarterly forecasts through regular pipeline and deal analysis
• Collaborate with cross-functional teams, including sales engineering, customer success, and marketing, to drive alignment and revenue growth
• Develop and execute a territory plan that supports a healthy book of business, with a focus on long-term expansion and customer satisfaction
• Share best practices, deal strategy, and customer insights to help raise overall team performance

What We Are Looking For

• 5+ years of experience in sales, with a focus on mid-market commercial accounts and a proven track record of success
• Strong expertise in Salesforce, Adjust, and Excel, with the ability to navigate complex sales cycles and articulate the value of Gitlab's platform
• Excellent communication and interpersonal skills, with the ability to build strong, long-term customer relationships
• Strong business acumen, with a deep understanding of the DevSecOps landscape and the ability to drive revenue growth
• Experience with AI-powered DevSecOps platforms, with a focus on customer adoption and expansion
• Strong analytical and problem-solving skills, with the ability to analyze sales data and develop strategic plans
• Experience working in a remote environment, with a focus on self-motivation and discipline
• Strong knowledge of sales principles, practices, and techniques, with the ability to navigate complex deal cycles

Nice to Have

• Experience with Gitlab's platform, with a focus on DevSecOps and AI adoption
• Strong understanding of the Indonesian market, with a focus on mid-market commercial accounts
• Experience working with cross-functional teams, including sales engineering, customer success, and marketing
• Strong knowledge of industry trends and developments, with a focus on DevSecOps and AI

Benefits and Perks

• Competitive salary and bonus structure, with a focus on performance-based incentives
• Equity in a fast-growing company, with a focus on long-term growth and expansion
• Comprehensive benefits package, including health, dental, and vision insurance
• Flexible PTO policy, with a focus on work-life balance and self-care
• Remote work stipend, with a focus on supporting a remote work environment
• Professional development opportunities, including training and education programs
• Access to a global network of professionals, with a focus on collaboration and knowledge-sharing
• Participation in a high-performance culture, with a focus on innovation, continuous learning, and customer satisfaction

• Tip: Make sure to highlight your experience with Salesforce, Adjust, and Excel in your resume and cover letter, as these skills are essential for success in this role.
• To stand out, be prepared to provide specific examples of your sales acumen, including successful deals and customer relationships.
• Interviewers will be looking for evidence of your ability to navigate complex sales cycles and articulate the value of Gitlab's platform to commercial customers.
• Be prepared to discuss your understanding of the DevSecOps landscape and the Indonesian market, including industry trends and developments.
• When negotiating salary, be sure to highlight your experience and qualifications, as well as the value you can bring to the company.
• Red flags to watch for include a lack of transparency around sales targets and performance metrics, as well as a lack of support for ongoing training and development.