Skill Compatibility Diagnostics
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About the Role
GitLab is the leading intelligent orchestration platform for DevSecOps, trusted by over 50 million registered users and more than 50% of the Fortune 100 to build, secure, and deliver software faster. Operating with a high-performance remote culture, GitLab integrates AI into daily workflows as a key productivity multiplier, fostering innovation and value across globally distributed teams.
Role Overview
As a Commercial Account Executive, Named - West, you will serve as the primary advisor and key point of contact for prospective and existing customers within the top tier of the mid-market space (companies employing between 2,500 and 4,000 employees). Operating within the US Western region (Central, Mountain, or Pacific Timezones), you will manage a varied portfolio of accounts ranging from agile teams to enterprise-level software transformations.
Working closely with sales management and business development, you will take full ownership of your territory, guiding client success, driving adoption, and expanding GitLab's footprint using established methodologies like MEDPICC and Command of the Message.
Compensation and Work Environment
This is a remote role requiring residence in the US Central, Mountain, or Pacific Timezones. The targeted base salary range for US residents is $91,600 — $154,200 USD, with sales incentive targets offering up to an additional 100% of base salary, alongside comprehensive benefits and equity options.
Key Technical Responsibilities
- check_circle Meet or exceed sales quotas while establishing strong, long-term customer relationships across the US Western region.
- check_circle Act as the 'CEO' of your territory by documenting buying criteria, defining process steps, and building a robust pipeline through ongoing prospecting.
- check_circle Prospect and close new business opportunities while promoting solution adoption to prevent churn and contraction.
- check_circle Collaborate in tandem with the business development team, sales leadership, and the partner ecosystem to generate new business opportunities.
- check_circle Create accurate quarterly forecast reports against plan and budget.
- check_circle Drive client attendance and participate in regional networking events, customer meetings, and offsite gatherings.
- check_circle Conduct root cause analyses on account wins and losses, sharing insights with cross-functional sales, marketing, and technical teams.
- check_circle Contribute to the continuous improvement of the public sales handbook and provide customer product feedback via the public issue tracker.
- check_circle Master and apply MEDPICC and Command of the Message frameworks across all sales opportunities.
- check_circle Collaborate with Customer Success, Renewals, and Sales Development teams to ensure high-quality pre- and post-sales leadership.
Prerequisites & Qualifications
- check Must reside in the US Central, Mountain, or Pacific Timezone.
- check Demonstrated progressive experience in SaaS sales with a track record of value-based pitching to software development and DevOps teams.
- check A strong interest in GitLab, DevOps, and open-source software methodologies.
- check Proven ability to leverage existing professional relationships and established sales techniques to drive revenue.
- check Exceptional communication, interpersonal, negotiation, presentation, and closing skills.
- check Highly self-motivated, driven, and results-oriented mindset.
- check Preferred experience with Git, Software Development Tools, or Application Lifecycle Management (ALM).
- check Alignment with GitLab's core values and operating principles.
- check Ability to travel for company trainings, team offsites, and customer meetings in compliance with company travel policies.
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.