Commercial Account Executive - Nordics

## About the Role As a Commercial Account Executive at GitLab, you will be the primary point of contact between the company and its mid-market customers in the Nordics. Your role will involve working closely with organizations of up to 4,000 team members to help them adopt and expand GitLab's DevSecOps platform. You will be responsible for guiding customers through the full buying journey, from discovery and solution alignment to negotiation and close. This role is critical in driving business growth and customer success, and you will be expected to deliver meaningful business outcomes for customers while being the voice of the customer internally. The role reports to an Area Sales Manager and will involve partnering closely with business development, marketing, and technical teams to ensure a seamless customer experience. You will be expected to run the full sales process, shaping the customer's journey, documenting buying criteria and processes, and ensuring accurate pipeline management. Your ability to analyze wins and losses, contribute to root-cause analyses, and share lessons learned with the team will be essential in driving continuous improvement. GitLab is committed to innovation and excellence, and this role offers the opportunity to work with a talented team of professionals who are passionate about delivering exceptional customer experiences. If you are a motivated and results-driven sales professional with a passion for technology and customer relationships, this role could be an excellent fit for you. ## What You Will Do - Own a broad book of mid-market business, from new prospects to growing existing accounts - Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close - Support GitLab prospects by clearly articulating the DevSecOps value proposition and aligning it to customer business outcomes - Analyze wins and losses, contribute to root-cause analyses, and share lessons learned with account managers, marketing, and technical teams - Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline - Contribute to improving the sales handbook and processes by documenting best practices and opportunities for refinement - Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success - Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker - Collaborate with the sales team to develop and execute strategic account plans - Identify and pursue new business opportunities through networking, research, and social media

## What We Are Looking For - Proven success in software sales, ideally in a Commercial sales context, managing a varied book of business - Ability to guide customers through the full buying journey, including defining and articulating the value proposition - Strong understanding of the DevSecOps market and the ability to articulate the benefits of GitLab's platform - Excellent communication, presentation, and negotiation skills - Ability to work in a fast-paced environment and prioritize multiple tasks and projects - Strong analytical and problem-solving skills, with the ability to analyze data and make informed decisions - Experience working with sales teams, including sales managers, account managers, and business development representatives - Familiarity with sales tools and technologies, including CRM systems and sales automation platforms

## Nice to Have - Experience working with mid-market or enterprise customers - Knowledge of the Nordics market and the ability to speak one or more of the regional languages - Familiarity with GitLab's DevSecOps platform and the ability to articulate its value proposition - Experience working in a remote or distributed team environment - Certification in sales or a related field, such as CSPO or SaaS sales

## Benefits and Perks - Competitive salary and benefits package - Opportunity to work with a talented team of professionals who are passionate about delivering exceptional customer experiences - Collaborative and dynamic work environment - Professional development opportunities, including training and certification programs - Flexible working hours and remote work options - Access to the latest sales tools and technologies - Recognition and reward for outstanding performance - Comprehensive health and wellness programs - Generous paid time off and holiday policy

• Develop a deep understanding of the DevSecOps market and the benefits of GitLab's platform to articulate the value proposition to customers.
• Build a strong network of contacts in the Nordics market, including potential customers and partners.
• Create a portfolio of case studies and success stories to demonstrate your sales skills and experience.
• Prepare to talk about your experience working with sales teams and your ability to prioritize multiple tasks and projects.
• Research GitLab's culture and values to understand the company's expectations and requirements.
• Practice your negotiation and closing skills to ensure you can effectively manage the full sales cycle.
• Be prepared to discuss your experience working with mid-market or enterprise customers and your ability to guide them through the full buying journey.