Commercial Account Executive

Commercial Account Executive - Indonesia Territory

Commercial Account Executives are the primary point of contact between prospective and existing customers of GitLab within the Indonesia commercial territory, working closely in tandem with the business development team and sales management to manage a broad book of business spread across both countries, focusing on exceeding client expectations while navigating diverse market conditions and cultural business practices.

What You'll Do

• Articulate the value of GitLab to Mid Market prospects and customers in the Indonesia territory, adapting messaging for local market needs and development practices

• Take ownership of and act as the CEO for the book of business in your territory:

  • Document the buying criteria & process, next steps & owners, considering local procurement practices and decision-making hierarchies

  • Build a strong pipeline through a healthy cadence of prospecting activity across both countries

  • Navigate cultural differences in business relationships and communication styles between Singapore and Indonesian markets

  • Prospect and close new business to expand your territory, leveraging local networks and regional tech communities

• Ensure adoption of our solutions and minimize churn by understanding regional technical preferences and implementation challenges

• Work and collaborate with our Partner ecosystem to drive new business and value for customers, including local system integrators and technology partners

• Create accurate quarterly forecasts aligned with regional business cycles and market dynamics

• Drive attendance to regional events and local tech conferences, building your presence in the Indonesian developer communities

• Contribute to root cause analyses on wins/losses, providing insights specific to Southeast Asian market conditions

• Communicate lessons learned to the global team, sharing regional best practices and market intelligence

• Contribute to documenting improvements in our sales handbook, particularly around APAC market strategies

What You'll Bring

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

• Demonstrated progressive experience with SaaS sales in Southeast Asian markets, preferably with development tools or DevOps solutions

• Fluency in Bahasa, and both cultural and business acumen in Indonesia

• Interest in GitLab, open source software, and the regional developer ecosystem

• Ability to leverage established relationships and proven sales techniques across diverse cultural context

• Motivated, driven and results oriented with ability to work independently across a large territory

• Excellent negotiation, presentation and closing skills adapted for regional business practices

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

• Understanding of regional compliance requirements and data sovereignty considerations

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

• Flexibility to work across time zones and manage a geographically diverse customer base

Hiring Process

• Recruiter Phone Screen

• Initial Screen with Hiring Manager

• Interview with Area Sales Manager

• Cross functional Interview

• Final Panel

How GitLab Will Support You

• Benefits to support your health, finances, and well-being

• All remote, asynchronous work environment

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support