Commercial Account Executive - Mid-Market, Canada

Gitlab; United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation & Employee Stock购买

Growth and Development Fund

Parental Leave

Team Member Resource Groups

Job summary

GitLab is seeking a Commercial Account Executive, Mid-Market, to lead a broad book of business within our Canadian team. You will prospect, manage complex sales cycles, and guide customers on adopting the company’s AI-powered DevSecOps platform to achieve business outcomes.

Based remotely in Canada, you will collaborate with sales development, solution consultants, renewals, partners, and marketing to build a healthy pipeline, drive expansion, and reduce churn while aligning with MEDDPICC

Qualifications

• Experience selling SaaS solutions to technical and business stakeholders.
• Proven ability to manage a broad mid-market territory.
• Strong relationship-building, discovery, negotiation, and closing skills.
• Outbound prospecting and maintaining a healthy pipeline.
• Collaborate with cross-functional teams to coordinate strategies.
• Clear and structured communication and documenting insights.
• Interest in open source and DevSecOps tools.
• Willingness to travel for events.

Responsibilities

• Own a broad Commercial book of business in Mid-Market, focusing on expansion.
• Grow accounts with low to modest current investments to expand partnership.
• Articulate value of the AI-powered DevSecOps platform to prospects.
• Build a healthy pipeline using MEDDPICC and related methodologies.
• Document buying criteria, decisions, next steps, and stakeholders.
• Collaborate with sales development, customer success, renewals, marketing, partners, and technical teams.
• Support adoption and reduce churn; participate in quarterly forecasting and territory planning.
• Share win/loss insights and contribute to product feedback via public issue tracker.

Skills

Value-based selling

Prospecting

Cross-functional collaboration

Communication skills

Travel willingness

Tools

MEDDPICC

Command of the Message

Job description

the company is the intelligent orchestration platform for DevSecOps. the company 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 the company to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. the company 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 the company 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 the company.*

As a Commercial Account Executive, Mid-Market, you’ll be the primary point of contact for prospective and existing customers in our mid-market segment, helping organizations modernize how they plan, build, secure, and ship software with the company’s AI-powered DevSecOps platform. You’ll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with the company to achieve clear business outcomes while supporting adoption and reducing churn. You’ll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.

Must be located in Canada.

What you’ll do

• Own and manage a broad Commercial book of business as the primary point of contact in your territory, focusing only on expansion opportunities.

• Focus on customer accounts with with low to modest current investments in the company in an effort to grow and expand our partnership

• Articulate the value of the company’s AI-powered DevSecOps platform to Commercial prospects and customers, tailoring messaging to their business and technical needs.

• Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals.

• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.

• Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand the company’s footprint while delivering added value for customers.

• Support customer adoption of the company solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.

• Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.

What you’ll bring

• Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.

• Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion.

• Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.

• Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.

• Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies.

• Clear and structured communication skills, including presenting the the company value proposition to different audience levels and documenting customer insights and lessons learned.

• Interest in the company, open source, and tools that support software development, with the ability to connect customer business challenges to the company’s DevSecOps platform.

• The ability to travel for events such as trainings, team off sites, customer meetings, etc.

About the team

The Commercial Account Executive - Mid-Market role focuses on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform. You’ll be part of a dedicated Canadian team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners to manage a broad book of business and a wide range of opportunity sizes. Our mission is to guide customers through their journey with the company, from first evaluation to long term value realization, by developing new business, strengthening customer relationships, and supporting healthy product adoption. We collaborate closely through shared playbooks, our sales handbook, and the company itself to stay aligned on territory plans, pipeline health, and best practices. For more on how we work, see the Commercial Account Executive Handbook.

Remote-Global

How the company Supports Full-Time Employees

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental Leave