Commercial Account Executive - Mid-Market, US West

About the Role

• You will 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.
• Your territory will encompass organizations with 250 to 1,999 employees, requiring you to manage a spectrum of project sizes and complexity within the mid-market segment.
• Articulating the value of Gitlab's AI-powered DevSecOps platform to Mid-Market prospects and customers will be crucial, tailoring your messaging to their specific business and technical needs.

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, 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.
• Contribute to continuous improvement by sharing wisdom and best practices with the team.

What We Are Looking For

• Proven experience in sales, preferably in the tech industry, with a focus on mid-market accounts.
• Strong understanding of DevSecOps principles and the ability to articulate the value of AI-powered solutions.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal stakeholders.
• Experience with sales methodologies such as MEDDPICC and Command of the Message.
• Strong organizational and time management skills, with the ability to manage multiple accounts and projects simultaneously.
• Bachelor's degree in a relevant field, such as Business, Computer Science, or a related field.
• Ability to work in a fast-paced, remote environment, with a strong emphasis on self-motivation and discipline.

Nice to Have

• Experience with Gitlab or similar DevSecOps platforms.
• Familiarity with CRM systems and sales automation tools.
• Certification in sales methodologies or related fields.
• Experience working with cross-functional teams, including sales development, customer success, and technical teams.

Benefits and Perks

• Competitive salary and bonus structure.
• Equity in a leading tech company.
• Comprehensive health insurance and benefits package.
• Generous PTO policy and flexible work arrangements.
• Remote work stipend and support for home office setup.
• Opportunities for professional growth and development in a rapidly expanding company.
• Access to cutting-edge technology and tools.
• Collaborative, dynamic work environment with a strong emphasis on teamwork and innovation.

• Ensure you have a strong understanding of DevSecOps principles and the ability to articulate the value of AI-powered solutions.
• Develop a portfolio that showcases your sales experience, particularly in the tech industry, and highlights your ability to drive revenue growth and build strong customer relationships.
• Prepare to discuss your experience with sales methodologies such as MEDDPICC and Command of the Message, and be ready to provide examples of how you have applied these methodologies in previous roles.
• Familiarize yourself with Gitlab's products and services, and be prepared to discuss how you can contribute to the company's mission and goals.
• Be prepared to negotiate your salary and benefits package, and have a clear understanding of your worth and the market rate for your role.
• Research the company culture and values, and be prepared to discuss how you align with them and how you can contribute to the team's dynamic.