Commercial Account Executive, Mid-Market - US West
WFA Digital Insight
The demand for skilled account executives in the mid-market segment is on the rise, with companies like GitLab leading the charge in DevSecOps innovation. As the remote job market continues to evolve, professionals with expertise in AI-powered sales solutions are in high demand. With over 50 million registered users, GitLab is at the forefront of this trend. To succeed in this role, candidates will need to possess a deep understanding of the mid-market landscape, as well as the ability to articulate the value of GitLab's platform to both technical and business stakeholders. According to recent statistics, the DevSecOps market is expected to grow significantly in the next year, making this an exciting time to join the industry.
Job Description
About the Role
As a Commercial Account Executive, Mid-Market, you will be the primary point of contact for prospective and existing customers in the mid-market segment. Your main objective will be to help organizations modernize their software development processes using GitLab's AI-powered DevSecOps platform. You will own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts. This role requires a deep understanding of the mid-market landscape, as well as the ability to articulate the value of GitLab's platform to both technical and business stakeholders.The mid-market segment is a critical component of GitLab's overall business strategy, and as such, you will be expected to drive revenue growth and customer adoption in this space. You will work closely with cross-functional teams, including Sales Development, Solutions Consultant, Renewals, and Sales leadership to achieve your goals. Your ability to build strong relationships with customers and internal stakeholders will be essential to your success.
GitLab is committed to creating a high-performance culture that is driven by its values and continuous knowledge exchange. As a member of the sales team, you will be expected to embody these values and contribute to the company's mission to transform how the world develops software.
What You Will Do
- Own and manage a broad Mid-Market book of business as the primary point of contact in your territory
- 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
- Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities
- 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 wisdom and best practices with the sales team
- Stay up-to-date on industry trends and competitor activity, using this knowledge to inform your sales strategy
What We Are Looking For
- 5+ years of experience in sales, preferably in the mid-market segment
- Proven track record of driving revenue growth and customer adoption
- Strong understanding of the DevSecOps market and GitLab's platform
- Excellent communication and interpersonal skills
- Ability to work in a fast-paced, dynamic environment
- Strong organizational and time management skills
- Experience with value-based selling and structured sales methodologies
- Familiarity with sales tools and technologies, such as CRM and sales automation platforms
Nice to Have
- Experience working with AI-powered sales solutions
- Knowledge of the software development lifecycle and Agile methodologies
- Familiarity with cloud-based technologies and infrastructure
- Certification in sales or a related field
- Experience working in a remote or distributed team environment
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health, dental, and vision insurance
- Generous PTO and holiday policy
- Remote work stipend and flexible working hours
- Professional development opportunities and training budget
- Access to cutting-edge sales tools and technologies
- Collaborative and dynamic work environment
- Opportunity to work with a talented and experienced team
- Chance to contribute to the company's mission to transform how the world develops software
How to Stand Out
- Develop a deep understanding of the DevSecOps market and GitLab's platform to articulate its value to customers
- Build a strong network of relationships within the mid-market segment to drive revenue growth and customer adoption
- Stay up-to-date on industry trends and competitor activity to inform your sales strategy
- Utilize value-based selling and structured sales methodologies to build a healthy pipeline and drive sales growth
- Leverage sales tools and technologies, such as CRM and sales automation platforms, to streamline your workflow and improve productivity
- Be prepared to discuss your experience working with AI-powered sales solutions and your knowledge of the software development lifecycle
- Showcase your ability to work in a fast-paced, dynamic environment and your strong organizational and time management skills
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