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About the Role
GitLab is the intelligent orchestration platform for DevSecOps, trusted by over 50 million registered users and more than 50% of the Fortune 100 to ship better, more secure software faster. At GitLab, team members embrace AI as a core productivity multiplier and leverage a high-performance culture rooted in values, continuous knowledge exchange, and open-source principles.
Role Overview
As a Commercial Account Executive, Mid-Market (East), you will serve as the primary point of contact for prospective and existing mid-market accounts (companies with 250 to 1,999 employees) within your assigned territory. Located in the US East or Central timezones, you will own a broad book of business, running structured, value-based sales cycles to help organizations modernize their software planning, building, securing, and shipping practices using GitLab’s AI-powered DevSecOps platform.
What You Will Do
In this role, you will lead end-to-end sales processes—from initial outbound prospecting and qualification to closing, supporting customer adoption, and driving expansion. You will utilize established sales methodologies like MEDDPICC and Command of the Message to build a healthy pipeline and maintain accurate forecasts. Working cross-functionally with Sales Development, Solution Consultants, Renewals, Marketing, and Partners, you will guide customers through their DevSecOps transformation while actively working to maximize long-term value and minimize churn.
Compensation Context
The base salary range for US-based candidates in this role is $68,800 — $114,600 USD. As a sales position, this role is also eligible for incentive pay targeted at up to 100% of the offered base salary, in addition to equity compensation and comprehensive benefits.
Key Technical Responsibilities
- check_circle Own and manage a broad Mid-Market territory (accounts with 250 to 1,999 employees) focused on new and expansion business opportunities.
- check_circle Articulate the value of GitLab's AI-powered DevSecOps platform, tailoring technical and business messaging to customer needs.
- check_circle Build and maintain a healthy sales pipeline using structured sales methodologies, including MEDDPICC and Command of the Message.
- check_circle Document buying criteria, decision processes, key stakeholders, and next steps to run disciplined, well-orchestrated sales cycles.
- check_circle Collaborate cross-functionally with sales development, solution consultants, customer success, renewals, marketing, and partners to co-sell and expand account footprints.
- check_circle Support customer adoption of GitLab solutions to reduce churn and contraction, participating in quarterly territory planning and forecasting.
- check_circle Contribute insights to the public issue tracker, sales handbook, and team knowledge exchange to improve overall go-to-market strategies.
Prerequisites & Qualifications
- check Must be located in the US East or Central timezones.
- check Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders (ideally development or DevSecOps teams).
- check Proven ability to manage a mid-market territory end-to-end, from prospecting and discovery through negotiation, close, adoption, and expansion.
- check Comfort driving consistent outbound prospecting activity and maintaining accurate territory and forecast documentation.
- check Strong collaborative skills to work effectively with cross-functional partners like sales development, customer success, renewals, and partners.
- check Clear and structured communication skills with an interest in GitLab, open source, and software development tools.
- check Willingness to travel to meet customers and attend events as needed.
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.