Commercial Account Executive - Mid Market

An overview of this role

As a Mid-market Account Executive you'll be the primary connection between GitLab and mid-market customers working with organizations of up to 4000 team members to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform. You'll own a broad book of business across a wide range of opportunity sizes guiding small fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. You'll report to an Area Sales Manager and partner closely with business development marketing and technical teams. You'll run the full sales process: shape the customer's journey document buying criteria and processes keep the pipeline accurate and evidence-based and share root-cause insights on wins and losses. In your first year you'll focus on building trusted relationships delivering meaningful business outcomes for customers and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

What you’ll do

• Report to an Area Sales Manager and own a broad book of mid-market business from new prospects to growing existing accounts.

• Manage the full sales cycle for mid-market prospects from discovery and solution alignment through negotiation and close.

• Support mid-market prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes.

• Analyze wins and losses contribute to root cause analyses and share lessons learned with account managers marketing and technical teams.

• Document and maintain accurate buying criteria buying processes next steps and owners to ensure a reliable evidence-based pipeline.

• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.

• Provide account leadership and direction across pre- and post-sales partnering closely with technical teams and customer success.

• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

What you’ll bring

• Proven success in software sales ideally in a mid-market context managing a varied book of business.

• Ability to guide customers through the full buying journey including defining buying criteria mapping buying processes and driving clear next steps.

• Effective communication and interpersonal skills to collaborate with business development marketing technical teams and sales management.

• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.

• Skill in conducting and contributing to win/loss and root cause analyses and sharing insights to improve team performance and processes.

• Proficiency in negotiation presenting to customer stakeholders and leading commercial discussions to close opportunities.

• Interest in GitLab open source software and preferably familiarity with Git software development tools or application lifecycle management.

• Alignment with GitLab's values an interest in contributing from diverse or transferable sales backgrounds and willingness to travel in line with company policy.

• Fluency in Czech and English.

About the team

The mid-market sales team works with growing organizations across their software delivery lifecycle as they modernize how they deliver software with GitLab. You'll join a distributed group of account executives sales managers and business development team members who collaborate asynchronously across regions. As a team we run an efficient transparent sales process and share what works in our sales handbook. We focus on opportunities like supporting customers through toolchain consolidation and driving platform adoption and we continually refine how we sell and support GitLab based on what we learn.

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