Commercial Account Executive

About the role

This position positions you as the primary strategic partner for organizations that are embarking on their digital transformation journey by adopting a complete DevSecOps platform. You will own a diverse portfolio of clients, guiding them through the complexities of modernizing their software development lifecycles and ensuring they derive maximum value from the solution. Your daily work will involve managing relationships from initial discovery through to long-term expansion, ensuring business objectives are met. You will be responsible for analyzing the competitive landscape and positioning the platform as the definitive solution for software delivery and security. Success in this role requires a proactive approach to identifying new opportunities within existing accounts and driving adoption across the organization. You will translate complex technical capabilities into clear business outcomes that resonate with executive stakeholders. Ultimately, you will act as a critical bridge between the customer's vision and the operational reality of their DevSecOps implementation.

Key facts

What you'll do

• Orchestrate the end-to-end commercial lifecycle for a portfolio of accounts, managing both new business acquisition and expansion within existing clients.
• Serve as the main liaison between the customer and the internal GitLab organization, coordinating efforts across business development, technical, and customer success teams.
• Conduct in-depth discovery sessions to uncover customer business problems and map the value of GitLab's capabilities to their specific objectives.
• Articulate the distinct advantages of the DevSecOps platform, focusing on how it accelerates software delivery, improves security posture, and reduces operational friction.
• Build and maintain comprehensive records of customer interactions, decision-making units, and procurement criteria to ensure forecast accuracy.
• Analyze wins and losses rigorously to identify patterns and provide actionable insights that refine sales strategies and messaging.
• Drive negotiations on commercial terms and present compelling proposals to customer leadership to secure approval and close agreements.
• Proactively gather and synthesize customer feedback to inform product enhancements and influence the future roadmap of the platform.
• Develop and execute strategic account plans that outline key milestones, stakeholder maps, and growth initiatives for each client.
• Collaborate with marketing teams to create targeted content and case studies that validate the platform's impact on the customer's business.
• Monitor the sales pipeline meticulously, ensuring data integrity and providing transparent reporting to senior management.
• Champion the adoption of GitLab best practices internally, helping to standardize processes that improve efficiency and sales productivity.

Requirements

• You must have a proven track record of success in software sales, specifically within a commercial environment where managing a diverse book of business is essential.
• You must be capable of guiding clients through every stage of their purchasing journey, from initial requirement definition to final decision-making and contracting.
• You must possess exceptional communication and collaboration skills, allowing you to work seamlessly with cross-functional teams including business development, marketing, technical experts, and sales management.
• You must have a history of documenting and maintaining accurate sales pipeline information that is grounded in verifiable data and facts.
• You must demonstrate the ability to analyze sales outcomes, conducting root cause analysis on both wins and losses to share learnings that improve team performance.
• You must be skilled in negotiation, capable of presenting to C-level executives, and adept at managing complex commercial discussions to finalize agreements.
• You must have a genuine interest in GitLab, the open-source software ecosystem, and a working familiarity with concepts such as Git, development tools, and application lifecycle management.
• You must align with GitLab's core values and demonstrate a commitment to contributing from diverse backgrounds and perspectives.
• You must be willing to travel occasionally to support key customers and attend industry events as required by the role.
• You must be legally authorized to work in the country of assignment without the need for sponsorship, as this is a remote position based in Europe.

Nice to have

• Prior experience working in the Balkan region is considered a strong advantage for this position.

Skills & tools

• Git
• DevSecOps
• Software Development Tools
• Application Lifecycle Management

Practical notes

This is a full-time commercial role that offers comprehensive benefits designed to support your health, finances, and overall well-being. The total compensation package includes elements such as equity compensation and a stock purchase plan, providing long-term value creation. The company also provides generous parental leave and a dedicated growth and development fund to support continuous learning. GitLab operates as an all-remote organization, and while the role is remote, there may be a requirement for occasional travel to interact with key stakeholders or attend relevant industry conferences. Success in this role is dependent on your ability to work autonomously within a distributed team structure and manage your schedule effectively across the European regions of Ireland, France, Germany, Italy, Spain, and the United Kingdom.