Commercial Account Executive - Mid Market

An overview of this role

Mid-Market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ between 100 to 1,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Mid-Market AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

What you'll do

• Meet or exceed quota while fostering strong customer relationships

• Articulate the value of GitLab to our Mid Market prospects and customers

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

  • Document the buying criteria & process, next steps & owners

  • Build a strong pipeline through a healthy cadence of prospecting activity

  • Prospect and close new business to expand your territory

  • Ensure adoption of our solutions and do your best to avoid churn and contraction

  • Work and collaborate with our Partner ecosystem to drive new business and value for our customers

  • Create an accurate forecast for each quarter against your plan/budget

  • Drive attendance to our events, which you will be part of to further network with current and prospective customers

• Contribute to root cause analyses on wins/losses.

  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.

• Contribute to documenting improvements in our sales handbook

• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process

• Be the voice of the customer by contributing product ideas to our public issue tracker

• Master MEDPICC and Command of the Message on all opportunities

What you'll bring

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

• Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)

• 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 Phone Screen

• Initial Screen with Hiring Manager

• Interview with Area Sales Manager

• Mock Call with Sales Leadership

• Final Interview with Area Vice President