Mid-Market AE at GitLab - SaaS Sales Career Growth

GitLab Inc.; Athens (GA); Hybrid; USD 84,000 - 112,000; Full time

Benefits offered by this job

Flexible PTO

Equity compensation

Growth fund

Job summary

GitLab Inc. is hiring a Commercial Account Executive, Mid-Market, for a Canada-based remote territory. You will manage a broad book of business, lead value-based conversations with stakeholders, and navigate MEDDPICC/structured sales processes to drive growth.

This fully remote role emphasizes AI-assisted workflows, equity upside, and a mature handbook culture. Expect enterprise-adjacent deals, strong forecasting discipline, and cross-functional collaboration to expand GitLab's footprint.

Qualifications

• Experience selling SaaS solutions to enterprise or mid-market customers.
• Ability to lead value-based conversations with technical and business stakeholders.
• Comfortable managing a broad mid-market territory from prospecting to close.

Responsibilities

• Own and manage a broad commercial book of business in your territory.
• Build a healthy pipeline with consistent prospecting and qualification.
• Collaborate with Sales Development, Solutions Consultants, Renewals, and Partners.
• Drive revenue goals with a structured, forecastable approach.

Skills

SaaS Sales

Value-based selling

MEDDPICC

Territory management

Cross-functional collaboration

Tools

Salesforce

CRM

Job description

Mid-Market AE at GitLab - SaaS Sales Career Growth — Remote

This is a mid-market SaaS Account Executive role at one of the most recognized names in DevSecOps — a strong brand to have on your resume in the enterprise software sales space. GitLab's fully remote, handbook-driven culture is a genuine differentiator, and the company's scale (50M+ users, Fortune 100 clients) means you'll be working real enterprise-adjacent deals, not startup pilots.

Compensation context: No salary is listed, but Canadian mid-market AE roles at similarly sized SaaS companies typically range from CAD $120,000–$160,000 OTE (base + variable), with GitLab's equity component (ESPP + stock options) adding meaningful upside given the company's public status.

• MEDDPICC and Command of the Message — two of the most transferable enterprise sales frameworks in the industry
• AI-augmented selling workflows, increasingly required at top SaaS companies
• DevSecOps domain knowledge — high-demand technical context for future roles in solution consulting or sales leadership
• Cross-functional collaboration with CS, renewals, and partners — critical for moving into strategic/enterprise AE roles

Green flags: Transparent handbook culture, flexible PTO, real equity, and a growth fund signal a mature, employee-respecting employer. The focus on expansion (not new logo hunting only) suggests a more sustainable quota structure.

Watch for: Mid-market roles at high-growth SaaS companies can carry broad, demanding territories. Pipeline volume and forecasting discipline are emphasized heavily — this is a metrics-driven environment.

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 on expansion opportunities.
• Focus on customer accounts 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 .

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.

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 .

Is this GitLab Account Executive role fully remote? Yes, this role is fully remote, but you must be located in Canada. GitLab operates an async-first culture, though the sales role requires some availability during North American business hours for customer meetings and forecasting. Does this role require travel? Yes, the job description explicitly states that candidates must be able to travel for events such as trainings, team off-sites, and customer meetings. What sales methodology does GitLab use for this role? GitLab uses MEDDPICC and Command of the Message as its primary structured sales methodologies, and candidates should be comfortable applying these frameworks to pipeline management and forecasting. What benefits does GitLab offer for this full-time position? GitLab offers flexible paid time off, health and well-being benefits, equity compensation and an employee stock purchase plan, a growth and development fund, parental leave, and access to team member resource groups. Do I need to meet every qualification listed to apply? No — GitLab explicitly encourages candidates with varying levels of experience to apply, noting that many successful hires do not meet every single listed requirement.

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