Commercial Account Executive, Mid Market

Commercial Account Executive, Mid Market

Remote, Canada

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values.

An overview of this role

Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ between 100 to 1,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast-growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

What you'll do

• Continue to grow GitLab’s presence in the Canadian market, owning the mid-market segment.
• Meet or exceed quota while fostering strong customer relationships.
• Articulate the value of GitLab to our Commercial prospects and customers in the US Central region.
• Take ownership of and act as the CEO for the book of business in Canada.
• Document the buying criteria & process, next steps & owners.
• Build a strong pipeline through a healthy cadence of prospecting activity.
• Prospect and close new business to expand your territory.
• Ensure adoption of our solutions and do your best to avoid churn and contraction.
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers.
• Create an accurate forecast for each quarter against your plan/budget.
• Drive attendance to our events, which you will be part of to further network with current and prospective customers.
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process.
• Be the voice of the customer by contributing product ideas to our public issue tracker.
• Master MEDPICC and Command of the Message on all opportunities.

What you'll bring

• A true desire to see customers benefit from the investment they make with GitLab.
• Demonstrated progressive experience with SaaS sales through pitching on value to development teams (preferably devops).
• Interest in GitLab, and open source software.
• Ability to leverage established relationships and proven sales techniques for success.
• Effective communicator, strong interpersonal skills.
• Motivated, driven and results oriented.
• Excellent negotiation, presentation and closing skills.
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management.
• You share our values and work in accordance with those values.
• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Compensation

To view the full job description and its compensation calculator, view our handbook.

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