Commercial Account Executive - Mid-Market, Canada

## About the Role As a Commercial Account Executive at Gitlab, you will be the primary point of contact for prospective and existing customers in the mid-market segment, helping organizations modernize their software development and deployment processes. You will own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts. The role entails driving revenue growth, managing complex sales cycles, and collaborating with cross-functional teams to deliver a cohesive pre- and post-sales experience.

The mid-market segment is a critical component of Gitlab's business, with a wide range of customers relying on its AI-powered DevSecOps platform to improve developer productivity, operational efficiency, and security. As a Commercial Account Executive, you will be responsible for understanding the unique needs and challenges of each customer and developing tailored solutions to meet their requirements.

You will be part of a high-performing sales team that is driven by Gitlab's values of innovation, collaboration, and customer satisfaction. The team is supported by a range of resources, including sales development, customer success, and technical teams, to ensure that customers receive the best possible experience.

## What You Will Do - Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.

• Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.
• Articulate the value of Gitlab's AI-powered DevSecOps platform 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 structured methodologies 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.
• Support customer adoption of Gitlab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being an active participant in sales team meetings and discussions.

## What We Are Looking For - 5+ years of experience in sales, preferably in the software or technology industry.

• Proven track record of success in managing mid-market sales territories and driving revenue growth.
• Strong understanding of the DevSecOps market and the competitive landscape.
• Excellent communication, presentation, and negotiation skills.
• Ability to work in a fast-paced, dynamic environment and adapt to changing priorities.
• Strong analytical and problem-solving skills, with the ability to analyze customer needs and develop tailored solutions.
• Experience with sales methodologies such as MEDDPICC and Command of the Message.
• Strong technical skills, with the ability to understand and communicate the value of Gitlab's AI-powered DevSecOps platform.

## Nice to Have - Experience with CRM systems such as Salesforce.com.

• Knowledge of the Canadian market and industry trends.
• Certification in sales or a related field.
• Experience with data analysis and sales forecasting tools.

## Benefits and Perks - Competitive salary and commission structure.

• Comprehensive benefits package, including health, dental, and vision insurance.
• Flexible working hours and remote work options.
• Opportunities for professional development and career growth.
• Access to the latest technology and tools.
• Collaborative and dynamic work environment.
• Recognition and reward programs for outstanding performance.

- Develop a strong understanding of the DevSecOps market and the competitive landscape to stand out in the application process.

• Showcase your ability to articulate the value of AI-powered DevSecOps platforms and develop tailored solutions for customers.
• Highlight your experience with sales methodologies such as MEDDPICC and Command of the Message.
• Be prepared to provide specific examples of your sales experience and success in managing mid-market sales territories.
• Research Gitlab's values and culture to demonstrate your alignment with the company's mission and vision.
• Prepare thoughtful questions to ask the interviewer about the role, the team, and the company's goals and challenges.