Remote Mid-Market SaaS Exec — AI DevSecOps

GitLab; United States; Remote; USD 69,000 - 115,000; Full time

Benefits offered by this job

Flexible PTO

Equity compensation

Growth & Development Fund

Parental Leave

Employee Stock Purchase Plan

Job summary

GitLab is seeking a Commercial Account Executive, Mid‑Market, to lead a broad book of business in the US. You’ll prospect, manage complex sales cycles, and guide customers to adopt GitLab’s AI‑powered DevSecOps platform, with a focus on value‑based outcomes and reducing churn.

You’ll collaborate with Sales Development, Solutions Consultants, Renewals, Partners, and Marketing to build a healthy pipeline and forecast accurately, while aligning with MEDDPICC and Command of the Message methodologies.

Qualifications

• Experience selling SaaS solutions to mid‑market customers.
• Ability to manage a broad mid‑market territory from prospecting to close, adoption, and expansion.
• Strong discovery, negotiation and closing skills to support long‑term outcomes.
• Structured forecasting, territory planning, and accurate CRM documentation.
• Collaborate with cross‑functional partners to coordinate account strategies.

Responsibilities

• Own and manage a broad Mid‑Market book of business in your territory, focusing on new and expansion opportunities.
• Focus on accounts with 250 to 1,999 employees, handling varied project sizes and complexity.
• Articulate the value of GitLab’s AI‑powered DevSecOps platform to mid‑market prospects and customers.
• Build and maintain a healthy pipeline through prospecting, qualification, and advancement of opportunities using structured methodologies.
• Document buying criteria, decision processes, next steps, and key stakeholders for disciplined sales cycles.
• Collaborate with sales development, customer success, renewals, marketing, and partners to deliver a cohesive pre‑ and post‑sales experience.
• Support customer adoption and proactively work to reduce churn and contraction, with quarterly forecasting and territory planning.

Skills

SaaS sales

Mid‑Market focus

Value‑based selling

Forecasting & pipeline

Cross‑functional collaboration

Clear communication

Tools

MEDDPICC

Command of the Message

Job description

GitLab is seeking a Commercial Account Executive, Mid‑Market, to lead a broad book of business in the US. You’ll prospect, manage complex sales cycles, and guide customers to adopt GitLab’s AI‑powered DevSecOps platform, with a focus on value‑based outcomes and reducing churn.

You’ll collaborate with Sales Development, Solutions Consultants, Renewals, Partners, and Marketing to build a healthy pipeline and forecast accurately, while aligning with MEDDPICC and Command of the Message methodologies.