Commercial Account Executive – Mid-Market, Canada

GitLab Inc.; EE. UU.; A distancia; USD 77.000 - 105.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Benefits to support your health,finan,

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock

Growth and Development Fund

Parental Leave

Descripción de la vacante

GitLab Inc. is seeking a Commercial Account Executive – Mid-Market in Canada to drive expansion for our AI-powered DevSecOps platform. You’ll manage a broad book of business, perform value-based selling, and guide customers from evaluation to long-term value realization.

You’ll collaborate with cross-functional teams to build pipeline, forecast revenue, and expand GitLab’s footprint while delivering measurable outcomes for customers and the business.

Formación

• Experience selling SaaS with value-based conversations to technical and business stakeholders.
• Ability to manage a broad mid-market territory from prospecting through close, adoption and expansion.
• Strong collaboration with cross-functional partners to coordinate account strategies.

Responsabilidades

• Own a broad Commercial book of business in Canada and drive expansion opportunities.
• Articulate the value of GitLab’s AI-powered DevSecOps platform to prospects and customers.
• Build a healthy pipeline through structured prospecting and qualification.
• Collaborate with sales development, customer success, renewals, marketing, and partners.
• Support adoption, reduce churn, and participate in quarterly forecasting and territory planning.
• Document buying criteria and next steps to run disciplined sales cycles.
• Contribute feedback to product and sales playbooks.

Conocimientos

SaaS sales

Value-based selling

Forecasting

MEDDPICC

Herramientas

CRM systems

Descripción del empleo

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.

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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and 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.

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 GitLab’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 GitLab 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 Gitlab in an effort to grow and expand our partnership
• Articulate the value of GitLab’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 GitLab’s footprint while delivering added value for customers.
• Support customer adoption of GitLab 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 GitLab value proposition to different audience levels and documenting customer insights and lessons learned.
• Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab’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 GitLab, 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 GitLab 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 GitLab 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

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.

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 also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.