Account Executive - Commercial

Account Executive - Acquisition focused 

Drive new customer acquisition for GitLab within the ANZ commercial territory, working closely with the business development, Solution Architect and cross functional teams, including sales management to penetrate untapped market segments and win competitive deals across ANZ. This role will focus on landing new commercial logos while navigating diverse market conditions and cultural business practices.

What You'll Do

• Hunt and acquire new commercial customers by articulating GitLab's value proposition to Mid Market prospects who have never used GitLab, adapting messaging for local market needs and competitive displacement strategies

• Take ownership of net new logo acquisition as the primary focus in your territory:

  • Target and research greenfield accounts with no prior GitLab relationship, mapping buying criteria & process for first-time buyers

  • Build aggressive prospecting pipelines focused on companies currently using competitive solutions or legacy tools

  • Navigate cultural differences to break into established vendor relationships and disrupt incumbent solutions

  • Prospect relentlessly to identify and convert new business opportunities, leveraging local networks and regional tech communities

• Compete to win against established competitors by understanding regional technical preferences and positioning GitLab as the superior alternative

• Partner strategically with local system integrators and technology partners to access new customer networks and drive competitive wins

• Create accurate quarterly forecasts with emphasis on net new revenue and logo acquisition targets aligned with regional business cycles

• Evangelize GitLab at regional events and local tech conferences, positioning against competitors and building awareness among prospects

• Contribute to competitive win/loss analyses, providing insights on how to beat competitors the Australia market

• Share competitive intelligence with the global team, documenting successful strategies for displacing incumbents

• Document new logo acquisition playbooks in our sales handbook, particularly around competitive positioning in APAC markets

Experience you will bring

• A true desire to see customers benefit from the investment they make with GitLab

• Demonstrated progressive experience with Software sales through pitching on value

• Interest in GitLab, and open source software

• Ability to leverage established relationships and proven sales techniques for success

• Effective communicator, strong interpersonal skills

• Motivated, driven and results oriented

• Excellent negotiation, presentation and closing skills

• Preferred experience with Git, Software Development Tools, Application Lifecycle Management

• You share our values, and work in accordance with those values.

• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

Hiring Process

• Recruiter Screen

• Hiring Manager IV

• Peer IV

• Panel IV 

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

Remote-Global