Account Executive, Commercial Sales - Thailand/ Vietnam

GitLab; United States; Remote; USD 70,000 - 120,000; Full time

Job summary

GitLab seeks a Commercial Account Executive to drive sales in Thailand and Vietnam. This remote role emphasizes cultural fluency and effective sales strategies within the Southeast Asian market. Ideal candidates will possess a strong SaaS sales background, excellent negotiation skills, and an understanding of local business practices.

Benefits

Flexible Paid Time Off

Equity Compensation

Home Office Support

Growth and Development Fund

Parental Leave

Qualifications

• Progressive experience in SaaS sales, particularly focused on developer tools.
• Fluency in English and knowledge of Thai and/or Vietnamese preferred.
• Ability to adapt sales techniques to meet diverse cultural contexts.

Responsibilities

• Manage a broad book of business across Thailand and Vietnam.
• Ensure customer adoption of solutions, minimizing churn.
• Build pipelines through consistent prospecting and networking.

Skills

Sales Techniques

Cross-Cultural Communication

Negotiation Skills

Presentation Skills

Interpersonal Skills

Education

Experience with SaaS Sales

Understanding of Regional Compliance

Tools

Git

Software Development Tools

Application Lifecycle Management

Job description

GitLab is an open core software company that develops the most comprehensiveAI-powered DevSecOps Platform, used by more than 100,000 organizations. Ourmissionis 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 ouroperationson our product and staying aligned with ourvalues. Learn more aboutLife at GitLab.

Thanks to products likeDuo Enterprise, andDuo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

Commercial Account Executive - Thailand & Vietnam Territory

Commercial Account Executives are the primary point of contact between prospective and existing customers of GitLab within the Thailand and Vietnam commercial territory, workingclosely in tandem with the business development team and sales management to manage a broad book of business spread across both countries, focusing on exceeding client expectations while navigating diverse market conditions and cultural business practices.

What You'll Do

• Articulate the value of GitLab to Mid Market prospects and customers in the Thailand-Vietnam territory, adapting messaging for local market needs and development practices
• Take ownership of and act as the CEO for the book of business in your territory:
  • Document the buying criteria & process, next steps & owners, considering local procurement practices and decision-making hierarchies
  • Build a strong pipeline through a healthy cadence of prospecting activity across both countries
  • Navigate cultural differences in business relationships and communication styles between Thai and Vietnamese markets
  • Prospect and close new business to expand your territory, leveraging local networks and regional tech communities

• Ensure adoption of our solutions and minimize churn by understanding regional technical preferences and implementation challenges
• Work and collaborate with our Partner ecosystem to drive new business and value for customers, including local system integrators and technology partners
• Create accurate quarterly forecasts aligned with regional business cycles and market dynamics
• Drive attendance to regional events and local tech conferences, building your presence in the Thailand and Vietnam developer communities
• Contribute to root cause analyses on wins/losses, providing insights specific to Southeast Asian market conditions
• Communicate lessons learned to the global team, sharing regional best practices and market intelligence
• Contribute to documenting improvements in our sales handbook, particularly around APAC market strategies

What You'll Bring

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with SaaS sales in Southeast Asian markets, preferably with development tools or DevOps solutions
• Cultural fluency and business acumen for both Thai and Vietnamese markets
• Interest in GitLab, open source software, and the regional developer ecosystem
• Ability to leverage established relationships and proven sales techniques across diverse cultural contexts
• Effective cross-cultural communicator with strong interpersonal skills in English; Thai and/or Vietnamese language skills highly preferred
• Motivated, driven and results oriented with ability to work independently across a large territory
• Excellent negotiation, presentation and closing skills adapted for regional business practices
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• Understanding of regional compliance requirements and data sovereignty considerations
• You share our values, and work in accordance with those values
• Flexibility to work across time zones and manage a geographically diverse customer base

Hiring Process

• Recruiter Phone Screen
• Initial Screen with Hiring Manager
• Interview with Area Sales Manager
• Cross functional Interview
• Final Panel

How GitLab Will Support You

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See alsoGitLab’s EEO PolicyandEEO is the Law. If you have a disability or special need that requiresaccommodation, please let us know during therecruiting process.