Commercial Account Executive (Mid-Market) - Australia
WFA Digital Insight
In today's remote job market, demand for skilled sales professionals in the tech industry has skyrocketed, with a 25% increase in job postings over the last year. The role of Commercial Account Executive at Gitlab stands out, given the company's commitment to AI-driven solutions and its expanding presence in the Australian market. With the market predicting a 30% growth in DevSecOps adoption by 2027, this role offers a unique opportunity for growth. Candidates should be aware of the high demand for expertise in Salesforce, Adjust, and Excel, as well as the need for strong communication skills to thrive in this position.
Job Description
About the Role
As a Commercial Account Executive focused on the Australian market, you will play a pivotal role in driving Gitlab's growth by helping organizations adopt, implement, and expand the company's AI-powered DevSecOps platform. This role is critical in guiding customers through their AI and DevSecOps journeys, driving pipeline generation, and translating it into measurable new Annual Recurring Revenue (ARR) and long-term expansion. You will act as a key connector between customer stakeholders and Gitlab's field organization, ensuring that Gitlab is seen as a trusted, long-term partner across the full sales cycle.The Australian market is a strategic focus for Gitlab, with a vast majority of the market falling within the Commercial segment. This means the role carries the scope, complexity, and customer seniority typically associated with Enterprise coverage. Your day-to-day will involve understanding customer needs, articulating the value of Gitlab's platform, and developing strong, long-term customer relationships.
You will also be involved in mentoring and coaching fellow team members, sharing knowledge and learnings to elevate team performance. In your first year, you will be expected to deepen executive-level customer relationships, build a healthy book of business, and demonstrate consistent top-tier performance while supporting the growth of your peers.
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 by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR.
- Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory.
- Articulate the value of Gitlab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs.
- 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 against your plan through regular pipeline and deal reviews.
- Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction.
- Represent Gitlab in customer meetings and events by driving discussions on the value of DevSecOps and AI in software development.
- Stay updated on industry trends and competitor activity, using this knowledge to position Gitlab's solutions effectively in the market.
What We Are Looking For
- 3+ years of experience in sales, preferably in the tech or software industry, with a proven track record of meeting or exceeding sales targets.
- Strong knowledge of Salesforce, Adjust, and Excel, with the ability to learn and adapt to new technologies quickly.
- Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal stakeholders.
- Experience in managing a sales territory, including prospecting, qualifying leads, and closing deals.
- Understanding of DevSecOps principles and the ability to articulate the value of Gitlab's platform to customers.
- Strong analytical and problem-solving skills, with the ability to analyze sales data and develop strategies to improve performance.
- Experience in working with cross-functional teams, including sales, marketing, and customer success.
Nice to Have
- Experience with AI-powered sales tools and platforms.
- Knowledge of the Australian market and its regulatory environment.
- Certification in sales or a related field.
- Experience in mentoring or coaching team members.
Benefits and Perks
- Competitive salary and bonus structure.
- Opportunities for professional growth and career development.
- Collaborative and dynamic work environment.
- Flexible working hours and remote work options.
- Access to the latest technologies and tools.
- Comprehensive health insurance and wellness programs.
- Generous parental leave policy.
- Annual budget for professional development and conferences.
How to Stand Out
- Ensure your resume and LinkedIn profile highlight your experience with Salesforce, Adjust, and Excel, as well as any relevant certifications.
- Prepare to discuss your understanding of DevSecOps and how you've applied it in previous roles.
- Develop a portfolio that showcases your sales achievements and strategies for driving growth in similar markets.
- Practice articulating the value of AI-powered DevSecOps platforms to potential customers, focusing on business outcomes and security needs.
- Be ready to discuss your experience with sales forecasting and pipeline management, and how you've used data to inform your sales strategies.
- Research Gitlab's culture and values, and be prepared to discuss how your own values and work style align with the company's.
- Consider reaching out to current or former Gitlab employees for insights into the company culture and the role.
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