GitLab Mid Market AE - SaaS Sales Career Growth

GitLab Inc.; United States; Remote; USD 99,000 - 155,000; Full time

Benefits offered by this job

Equity compensation

Employee Stock Purchase Plan

Growth & Development Fund

Flexible PTO

Job summary

GitLab is seeking a Mid Market Account Executive (Remote) to drive software sales in a category-defining DevSecOps company. The role emphasizes MEDPICC mastery, value-based selling, and close collaboration with CS and renewals teams. This remote, quota-carrying position requires travel and a strong pipeline mindset.

Industry-leading equity options, ESPP, Growth & Development Fund, and flexible PTO accompany the opportunity to accelerate into enterprise SaaS with a globally remote team.

Qualifications

• Progressive experience with software sales through value-based pitching.
• Ability to travel regularly to meet customers as required.
• Strong negotiation, presentation, and closing skills.

Responsibilities

• Meet or exceed quota and foster strong customer relationships.
• Articulate GitLab’s value to Mid Market prospects and customers.
• Own the book of business in your territory and build a healthy pipeline.
• Prospect and close new business to expand territory and reduce churn.
• Collaborate with Partner ecosystem to drive new business and value.

Skills

Software sales experience

Negotiation

Presentation skills

Closing skills

Effective communicator

Interpersonal skills

Travel willingness

Tools

Git

Software development tools

Application Lifecycle Management

Job description

GitLab Mid Market AE - SaaS Sales Career Growth — Remote

This Mid Market Account Executive role at GitLab is a strong career move for software sales professionals looking to work at a category-defining DevSecOps company. GitLab's brand recognition (50M+ users, 50%+ Fortune 100 penetration) lends significant credibility to your resume and opens doors in the enterprise SaaS space.

Compensation context: No salary is listed, but Mid Market AE roles at companies like GitLab typically carry an OTE of €90,000–€140,000+ in the Netherlands/Western Europe, split roughly 50/50 base and variable. The addition of equity (ESPP + stock options) adds meaningful upside for a publicly traded company.

• MEDPICC and Command of the Message — two of the most transferable enterprise sales methodologies in the industry
• DevSecOps and platform sales expertise — a rapidly growing, high-demand market segment
• Partner ecosystem selling and cross-functional collaboration with CS and renewals teams

Green flags: GitLab's fully remote-first culture, transparent handbook, flexible PTO, and investment in team member growth (Growth & Development Fund) signal a mature, employee-conscious organization. The "CEO of your territory" framing indicates real autonomy.

Red flags to watch for: Quota-carrying roles in high-growth SaaS can be demanding. The lack of posted salary requires due diligence during offer negotiation. Travel requirements also add lifestyle considerations.

Overall, this is a high-upside role for a motivated software sales professional seeking to accelerate into enterprise SaaS.

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.

Responsibilities

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Mid Market prospects and customers
• Take ownership of and act as the CEO for the book of business in your territory:
  • Document the buying criteria & process, next steps & owners
  • Build a strong pipeline through a healthy cadence of prospecting activity
  • Prospect and close new business to expand your territory
  • Ensure adoption of our solutions and do your best to avoid churn and contraction
  • Work and collaborate with our Partner ecosystem to drive new business and value for our customers
  • Create an accurate forecast for each quarter against your plan/budget
  • Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

Requirements

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with Software sales through pitching on value
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values
• Ability to travel regularly to meet with customers in person and comply with the company's travel policy

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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification.

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.

Is this GitLab Account Executive role fully remote? Yes, GitLab's roles are remote by default. However, this position requires regular in-person travel to meet customers and attend events, so candidates should be prepared for frequent trips within their territory. What sales methodology does GitLab use for this role? GitLab expects Account Executives to master MEDPICC (a qualification framework) and Command of the Message, which is a value-based selling methodology. These are explicitly listed as requirements for all opportunities. What countries can candidates apply from for this role? GitLab hires globally and all roles are remote, but specific location-based eligibility requirements may apply. The location hint for this role is the Netherlands. Candidates should contact GitLab's Talent Acquisition team to confirm eligibility from their country. Does GitLab offer equity compensation for this position? Yes, GitLab offers equity compensation and an Employee Stock Purchase Plan (ESPP) for full-time employees, in addition to other benefits such as flexible PTO and a Growth and Development Fund. What experience is preferred for this Mid Market Account Executive role? GitLab prefers candidates with progressive software sales experience, the ability to pitch on value, and ideally familiarity with Git, software development tools, or Application Lifecycle Management. All requirements are preferred, not strict gates. Remote work & career advice that actually works.