Commercial Account Executive - Balkans

Rozgoo; France; Remote; EUR 90,000 - 130,000; Full time

Job summary

GitLab is seeking an Account Executive for the Balkans region to join our expanding sales team. You will own a broad book of business, manage the full sales cycle from discovery to close, and articulate the value of our AI-powered DevSecOps platform to enterprise and mid-market customers.

You’ll collaborate with marketing, product, and CS to drive pipeline and customer outcomes. Ideal candidates have proven software sales success, strong negotiation and relationship-building skills, and a

Qualifications

• Proven success in software sales with a track record of closing deals.
• Ability to guide customers through the full buying journey and define criteria.
• Strong collaboration across marketing, product and customer success.

Responsibilities

• Own a broad book of business from new prospects to growing accounts.
• Manage the full sales cycle from discovery to close.
• Articulate GitLab's DevSecOps value to customers and align to business outcomes.
• Contribute to pipeline accuracy and sharing lessons learned with teams.
• Help improve sales processes and the handbook through feedback.

Skills

Software sales

Full sales cycle

Negotiation

Account management

Cross-functional

Education

Bachelor's degree

Tools

CRM (Salesforce)

Public speaking

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role:

As an Account Executive covering The Balkans, you’ll be the primary connection between GitLab and customers, working with organizations of up to 4,000 team members to help them adopt and expand the world’s most comprehensive AI-powered DevSecOps platform.

You’ll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you’ll run the full sales process: shaping the customer’s journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses.

In your first year, you’ll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

What you’ll do:

• Report to a Regional Sales Director and own a broad book of 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 for prospects by clearly articulating our 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 our 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 our public issue tracker.

What you’ll bring:

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Align