Commercial Account Executive - Mid-Market, East

GitLab Inc.; United States; À distance; USD 90 000 - 150 000; Plein temps

Résumé du poste

United States Digital Space LLC is seeking a Commercial Account Executive, Mid-Market, to lead a broad book of business with a focus on new and expansion opportunities in the mid-market segment. You will articulate the value of our AI-powered DevSecOps platform to both technical and business stakeholders, guiding deals from prospecting through close and expansion.

You will collaborate with cross-functional teams, maintain a disciplined forecast, and drive adoption while reducing churn.

Qualifications

• Experience selling SaaS solutions to technical and business stakeholders.
• Ability to own a broad mid-market territory from prospecting through close, adoption, and expansion.
• Strong discovery, negotiation, and closing skills for long-term customer outcomes.
• Comfort with outbound prospecting to build a healthy pipeline and maintain accurate territory forecasts.

Responsabilités

• Own and manage a broad Mid-Market book of business in your territory, focusing on new and expansion opportunities.
• Target accounts with 250 to 1,999 employees, handling varied project sizes and complexity.
• Articulate value of the AI-powered DevSecOps platform to align with client needs.
• Build and maintain a healthy pipeline with MEDDPICC and Command of the Message methodologies.

Connaissances

SaaS sales

Value-based selling

Mid-Market

Forecasting

Prospecting

Stakeholder management

Cross-functional collaboration

Outbound outreach

Description du poste

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.*

An overview of this role

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 and Command of the Message) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.

Must be located in East or Central timezones in the US.

What you’ll do

• Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.

• Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.

• Articulate the value of the company’s AI-powered DevSecOps platform to Mid-Market 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.

• Willingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds.

About the team

The Commercial Account Executive - Mid-Market role sits within the company’s broader Sales organization, focused on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform. You’ll be part of a distributed team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners who work asynchronously across regions 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 theCommercial Account Executive Handbook.

Remote-Global

*The base salary range for this role’s listed level is currently for residents of theUnited States only. This range is intended to reflect the role's base salary rate in locations throughout the US.Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data,and geographic location.The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits*