Skill Compatibility Diagnostics
Live technical match evaluated against role architecture & expected skills.
Consider reviewing the missing technical prerequisites before submitting your application.
Your skills are processed strictly in-memory and never saved to a database.
About the Role
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. Trusted by more than 50 million registered users and over 50% of the Fortune 100, GitLab delivers technology that transforms how the world develops software.
Role Overview
As a Commercial Account Executive focused on Australia, you will drive GitLab's growth by guiding commercial organizations to adopt, implement, and expand our AI-powered DevSecOps platform. This remote role can be based out of Sydney, Melbourne, or Brisbane. You will primarily focus on commercial accounts across Queensland with expanding opportunities in South Australia, navigating customer digital transformation journeys, generating pipeline, and delivering measurable new ARR.
Key Impact Areas
In this role, you will bridge customer stakeholders and GitLab's field organization, acting as a trusted long-term strategic partner. In addition to managing full sales cycles, you will serve as a mentor and coach to fellow team members, sharing insights and elevated strategies to drive collective team performance. Over your first year, you will deepen executive relationships, expand your book of business, and consistently execute against revenue targets.
Key Technical Responsibilities
- check_circle Own and grow a book of commercial accounts in your primary territory across Queensland, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform.
- check_circle Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR.
- check_circle Work with key customers to drive adoption and consumption of new products.
- check_circle Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory.
- check_circle Articulate the value of GitLab to commercial prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs.
- check_circle Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date in Salesforce and Clari.
- check_circle Create clear quarterly forecasts against your plan through regular pipeline and deal reviews.
- check_circle Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn.
- check_circle Represent GitLab in customer meetings and events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value.
- check_circle Contribute customer ideas to GitLab's public issue tracker and apply MEDPICC and Command of the Message on all opportunities.
- check_circle Mentor and coach fellow Commercial Account Executives, sharing sales strategies, customer insights, and lessons learned to help elevate team performance.
- check_circle Regularly meet on-site with key customers to develop and strengthen executive-level relationships.
Prerequisites & Qualifications
- check Ability to drive complex B2B software sales cycles and build trusted relationships with commercial customers, ideally in a Commercial Account Executive or similar role.
- check Ability to quickly learn and sell a complex SaaS or DevSecOps platform to commercial accounts, including identifying and breaking into new customers.
- check Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), creating reliable forecasts.
- check Skill in managing and closing larger, more complex deals in the Commercial segment using proven multi-threading, negotiation, and executive coverage strategies.
- check Self-starter who is a 'manager of one' regarding territory account planning, quarterly and annual KPI execution, and driving acquisition and expansion.
- check Demonstrated ability to mentor and coach peers, share knowledge across the team, and take on team-level responsibilities.
- check Effective communication and interpersonal skills, with the ability to articulate value at all levels of the customer organization and remain calm under pressure.
- check Experience driving adoption and consumption with customers while leading your account team.
- check Comfortable with outbound prospecting via email, calling, and building landing value narratives.
- check Adaptability, flexibility, creativity, and a desire to build something new.
About GitLab Greenhouse Board
Verified hiring organization details.
GitLab Greenhouse Board operates as a remote-first technology and software hiring entity based in the United States, facilitating recruitment processes aligned with GitLab's broader organizational standards.