Commercial Account Executive - Named, US West
WFA Digital Insight
The demand for seasoned account executives in the tech industry has skyrocketed, with over 40% of companies looking to expand their sales teams in 2026. Gitlab, a leader in DevSecOps, is no exception. As the market continues to shift towards remote work, the need for skilled professionals who can manage complex sales cycles and build strong relationships with clients has never been more pressing. With the mid-market segment expecting significant growth, candidates with a strong understanding of sales strategy and a knack for using tools like Adjust and Excel will be in high demand. Before applying, candidates should be aware of the company's emphasis on AI-driven productivity and its commitment to innovation and customer satisfaction.
Job Description
About the Role
As a Commercial Account Executive at Gitlab, you will be the primary point of contact for mid-market accounts, working closely with the business development team and sales management to manage a broad book of business. Your day-to-day will involve fostering strong customer relationships, articulating the value of Gitlab to prospects and customers, and driving sales growth. You will be the CEO of your book of business, responsible for documenting buying criteria, building a strong pipeline, and ensuring adoption of Gitlab's solutions.The Commercial Account Executive role is a critical part of Gitlab's sales team, and you will be expected to work collaboratively with cross-functional teams, including Customer Success, Renewals, and Sales Development. Your success will be measured by your ability to meet or exceed quota, drive attendance to events, and contribute to the sales handbook.
Gitlab's high-performance culture is driven by its values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. As a Commercial Account Executive, 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
- Meet or exceed quota while fostering strong customer relationships
- Articulate the value of Gitlab to Commercial prospects and customers in the US West region
- Take ownership of and act as the CEO for the book of business in your territory
- Document the buying criteria and process, next steps, and owners
- Build a strong pipeline through a healthy cadence of prospecting activity
- Prospect and close new business to expand your territory
- Ensure adoption of Gitlab's solutions and avoid churn and contraction
- Work and collaborate with the Partner ecosystem to drive new business and value for customers
- Create an accurate forecast for each quarter against your plan/budget
- Drive attendance to events and network with current and prospective customers
- Contribute to root cause analyses on wins/losses and communicate lessons learned to the team
What We Are Looking For
- 3+ years of experience in sales, preferably in the tech industry
- Proven track record of meeting or exceeding quota
- Strong understanding of sales strategy and the ability to articulate the value of Gitlab
- Experience with Adjust and Excel
- Excellent communication and interpersonal skills
- Ability to work collaboratively with cross-functional teams
- Strong problem-solving and analytical skills
- Bachelor's degree in Business Administration, Marketing, or a related field
Nice to Have
- Experience with sales automation tools
- Knowledge of the DevSecOps industry
- Certification in sales or a related field
- Experience with CRM software
Benefits and Perks
- Competitive salary and bonus structure
- Comprehensive health insurance
- Generous PTO and holiday policy
- Remote work stipend
- Professional development opportunities
- Access to cutting-edge technology and tools
- Collaborative and dynamic work environment
- Equity in a fast-growing company
How to Stand Out
- Make sure you have a strong understanding of sales strategy and the ability to articulate the value of Gitlab to mid-market accounts.
- Familiarize yourself with Adjust and Excel, and be prepared to provide examples of how you have used these tools in previous roles.
- Highlight your experience working with cross-functional teams and your ability to collaborate with partners to drive new business.
- Be prepared to discuss your approach to prospecting and building a strong pipeline, and provide examples of your success in these areas.
- Show a genuine interest in Gitlab's mission and values, and be prepared to discuss how you embody these values in your work.
- Be prepared to provide specific examples of your experience working with sales automation tools and CRM software.
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