Remote Mid-Market SaaS Account Executive – AI DevSecOps

Jackalope Digital LLC; Northern (KY); Hybrid; USD 69,000 - 115,000; Full time

Benefits offered by this job

Health benefits

Flexible PTO

Equity compensation

Growth fund

Parental leave

Job summary

GitLab is seeking a Commercial Account Executive, Mid-Market, to lead a broad book of business in the US mid-market. You will prospect, qualify, and close opportunities, collaborating with cross-functional teams to drive adoption and reduce churn across 250–1,999 employee accounts.

You will articulate the value of GitLab’s AI-powered DevSecOps platform to diverse stakeholders and manage forecasts and pipeline with structured sales methodologies in a distributed, remote team.

Qualifications

• Experience selling SaaS solutions 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 relationships, discovery, negotiation, and closing skills for long-term outcomes.
• Active outbound prospecting to build and maintain a healthy pipeline.
• Collaborate with cross-functional partners to coordinate account strategies.
• Clear, structured communication and documentation of customer insights.

Responsibilities

• Own and manage a broad Mid-Market book of business as the primary contact in your territory.
• Focus on accounts with 250 to 1,999 employees and varying project sizes.
• Articulate the value of GitLab’s AI-powered DevSecOps platform to prospects and customers.
• Build and maintain a healthy pipeline using structured methodologies (MEDDPICC, Command of the Message).
• Document buying criteria, decision processes, next steps, and key stakeholders.
• Collaborate with sales development, customer success, renewals, marketing, partners, and technical teams.
• Support customer adoption and work to reduce churn and contraction.
• Share win/loss insights and contribute to the product via feedback.

Skills

SaaS sales

Value-based selling

MEDDPICC

Command of the Message

Prospecting

Cross-functional collaboration

Forecasting

Open source interest

Job description

GitLab is seeking a Commercial Account Executive, Mid-Market, to lead a broad book of business in the US mid-market. You will prospect, qualify, and close opportunities, collaborating with cross-functional teams to drive adoption and reduce churn across 250–1,999 employee accounts.

You will articulate the value of GitLab’s AI-powered DevSecOps platform to diverse stakeholders and manage forecasts and pipeline with structured sales methodologies in a distributed, remote team.