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You&#39;ll consistently deliver top-tier performance while contributing to the success and growth of your peers.</p>\n<p>Responsibilities:</p>\n<ul>\n<li>Own and grow a book of mid-market commercial accounts in your territory, focusing on organisations that can benefit from GitLab&#39;s AI-powered DevSecOps platform and GitLab Duo.</li>\n</ul>\n<ul>\n<li>Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, aligning stakeholders, negotiating, and closing to create new ARR and multi-year commitments.</li>\n</ul>\n<ul>\n<li>Meet or exceed quota by building strong, long-term customer relationships, expanding executive sponsorship, and acting as the primary point of contact for all commercial opportunities and strategic initiatives in your territory.</li>\n</ul>\n<ul>\n<li>Articulate the value of GitLab and our AI-powered capabilities to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, security and compliance needs, and toolchain consolidation strategies.</li>\n</ul>\n<ul>\n<li>Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts through regular pipeline and deal reviews. Use data to prioritise and reduce risk in your business.</li>\n</ul>\n<ul>\n<li>Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption of GitLab and GitLab Duo, and support expansion while minimising churn and contraction across your account base.</li>\n</ul>\n<ul>\n<li>Represent GitLab in customer meetings, executive briefings, and regional events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. 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As a Commercial SaaS Client Sales Executive, you will play a pivotal role in driving the adoption of Empower SaaS solutions within our Commercial customer segment. Your primary focus will be to improve SaaS attach rates, ensuring customer stickiness and satisfaction. 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Texas","description":"<p>As a Major Account Executive on our AMER Enterprise team, you&#39;ll help large, regulated organisations adopt, implement, and expand their use of GitLab&#39;s AI-powered DevSecOps platform.</p>\n<p>You&#39;ll focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernisation.</p>\n<p>In this role, you&#39;ll act as a key connector between customer stakeholders and GitLab&#39;s field organisation so GitLab is seen as a trusted, long-term partner before, during, and after the sale.</p>\n<p>In your first year, you&#39;ll be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion.</p>\n<p><strong>Responsibilities</strong></p>\n<ul>\n<li>Support GitLab&#39;s strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey.</li>\n</ul>\n<ul>\n<li>Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts.</li>\n</ul>\n<ul>\n<li>Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realise value from GitLab&#39;s AI-powered DevSecOps platform.</li>\n</ul>\n<ul>\n<li>Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention.</li>\n</ul>\n<ul>\n<li>Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams.</li>\n</ul>\n<ul>\n<li>Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes.</li>\n</ul>\n<ul>\n<li>Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams.</li>\n</ul>\n<ul>\n<li>Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab&#39;s solutions to customer business objectives.</li>\n</ul>\n<p><strong>Requirements</strong></p>\n<ul>\n<li>A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab.</li>\n</ul>\n<ul>\n<li>Experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.</li>\n</ul>\n<ul>\n<li>Proven success selling into large, strategic organisations, with the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams.</li>\n</ul>\n<ul>\n<li>Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment.</li>\n</ul>\n<ul>\n<li>Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships.</li>\n</ul>\n<ul>\n<li>Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption.</li>\n</ul>\n<ul>\n<li>Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders.</li>\n</ul>\n<ul>\n<li>Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools.</li>\n</ul>\n<ul>\n<li>You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab&#39;s travel policy.</li>\n</ul>\n<p><strong>About the team</strong></p>\n<p>The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab&#39;s AI-powered DevSecOps platform with our largest and most strategic customers.</p>\n<p>As a Major Account Executive on the AMER Enterprise team, you&#39;ll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab&#39;s sales engineering, marketing, and customer success teams.</p>\n<p>We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments.</p>\n<p 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In this role, you&#39;ll help shape GitLab&#39;s go-to-market motion in the Alps region, drive new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while executing against ambitious bookings and ARR growth targets.</p>\n<p>Key responsibilities include:</p>\n<ul>\n<li>Leading the growth of GitLab&#39;s business in the Alps region by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.</li>\n</ul>\n<ul>\n<li>Managing, coaching, and developing a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.</li>\n</ul>\n<ul>\n<li>Driving new logo acquisition across a broad base of medium-sized businesses in the Alps region while shaping and executing a long-term strategy for larger, more complex accounts.</li>\n</ul>\n<ul>\n<li>Building GitLab&#39;s reputation in the Alps market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.</li>\n</ul>\n<ul>\n<li>Establishing clear operating rhythms, sales processes, and methodologies that create structure, accountability, and repeatability without sacrificing agility.</li>\n</ul>\n<ul>\n<li>Collaborating with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.</li>\n</ul>\n<ul>\n<li>Developing and maintaining executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.</li>\n</ul>\n<ul>\n<li>Analyzing pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the Alps business internally with clear insights on market trends and customer needs.</li>\n</ul>\n<p>To succeed in this role, you&#39;ll need:</p>\n<ul>\n<li>Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.</li>\n</ul>\n<ul>\n<li>Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution.</li>\n</ul>\n<ul>\n<li>Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab&#39;s platform.</li>\n</ul>\n<ul>\n<li>Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.</li>\n</ul>\n<ul>\n<li>Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion.</li>\n</ul>\n<ul>\n<li>Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed &#39;manager of one&#39; and using Salesforce.com or similar CRM and marketing tools.</li>\n</ul>\n<ul>\n<li>Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams.</li>\n</ul>\n<ul>\n<li>Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct Alps market experience differs, in alignment with GitLab&#39;s inclusive hiring approach.</li>\n</ul>\n<p style=\"margin-top:24px;font-size:13px;color:#666;\">XML job scraping automation by <a href=\"https://yubhub.co\">YubHub</a></p>","url":"https://yubhub.co/jobs/job_392283ea-a64","directApply":true,"hiringOrganization":{"@type":"Organization","name":"GitLab","sameAs":"https://about.gitlab.com/","logo":"https://logos.yubhub.co/about.gitlab.com.png"},"x-apply-url":"https://job-boards.greenhouse.io/gitlab/jobs/8347186002","x-work-arrangement":"remote","x-experience-level":"executive","x-job-type":"full-time","x-salary-range":null,"x-skills-required":["Sales leadership","Regional sales planning","Pipeline generation","Deal execution","Account management","Customer success","Marketing","Product","Engineering","Operations"],"x-skills-preferred":["DevSecOps","Open source","B2B software sales","Technology sales","Sales process improvement","Data analysis","Business development","Local networks"],"datePosted":"2026-04-18T15:44:49.887Z","jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Remote"}},"jobLocationType":"TELECOMMUTE","employmentType":"FULL_TIME","occupationalCategory":"Sales","industry":"Technology","skills":"Sales leadership, Regional sales planning, Pipeline generation, Deal execution, Account management, Customer success, Marketing, Product, Engineering, Operations, DevSecOps, Open source, B2B software sales, Technology sales, Sales process improvement, Data analysis, Business development, Local networks"},{"@context":"https://schema.org","@type":"JobPosting","identifier":{"@type":"PropertyValue","name":"YubHub","value":"job_368082f3-20f"},"title":"Account Executive, Mid Market - UKI","description":"<p>As a Mid Market Account Executive at Anthropic, you&#39;ll drive adoption of safe, frontier AI across EMEA , selling into companies of roughly 500 to 2,500 employees, some already building with AI and others just beginning to adopt it.</p>\n<p>You&#39;ll bring a consultative sales approach to a wide range of buyers, from engineering and product leaders evaluating the technology to operations and commercial leaders focused on measurable ROI. 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We care about the selling muscle and the buyer complexity you&#39;ve handled, not the specific industry Track record of closing $100K–$5M deals across cycle lengths ranging from weeks (product-led, technical buyers) to quarters (consensus-driven procurement) Proven ability to navigate complex procurement processes and build consensus among diverse stakeholder groups A consultative selling approach that meets buyers where they are , going deep with technical evaluators and translating to business outcomes with commercial stakeholders History of exceeding quota while managing a mixed book of fast-moving and complex accounts Strong communication skills, with range to engage audiences from technical teams to C-level executives Credibility with technical stakeholders , you&#39;ve sold to engineering or IT leaders, held your own in a technical evaluation, and partnered closely with solutions engineering without hiding behind them The ability to articulate ROI frameworks and demonstrate measurable business outcomes A passion for AI and commitment to its safe, responsible deployment Comfort building in ambiguity , this is an early GTM team in EMEA and the motion is still being shaped. You&#39;ll help shape it</p>\n<p>Annual compensation range for this role is €155,000-€205,000 EUR.</p>\n<p>Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren&#39;t able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.</p>\n<p>We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you&#39;re interested in this work.</p>\n<p>Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you&#39;re ever unsure about a communication, don&#39;t click any links,visit anthropic.com/careers directly for confirmed position openings.</p>\n<p>How we&#39;re different: We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We&#39;re an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI &amp; Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.</p>\n<p>Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. 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We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p>\n<p><strong>Responsibilities</strong></p>\n<ul>\n<li>Drive new business revenue by navigating complex organisational structures to reach decision-makers and educate them on practical AI applications</li>\n<li>Execute sales strategies tailored to traditional industry procurement cycles and conservative decision-making processes to exceed revenue quotas</li>\n<li>Identify new operational use cases within traditional business functions and collaborate cross-functionally to position AI as practical enhancement solutions</li>\n<li>Build consensus among C-suite executives, IT directors, operations leaders, and procurement teams around AI adoption strategies</li>\n<li>Gather customer feedback to inform product roadmaps and strengthen value propositions for risk-conscious organisations</li>\n<li>Refine mid-market sales methodology by incorporating learnings into playbooks and optimising processes for longer decision cycles</li>\n</ul>\n<p><strong>You may be a good fit if you have:</strong></p>\n<ul>\n<li>8+ years B2B software sales experience with 5+ years closing in mid-market accounts within traditional industries</li>\n<li>Traditional industry expertise in manufacturing, retail, healthcare, financial services, logistics, or professional services</li>\n<li>Track record closing €100K-€5M deals with 6-12 month sales cycles in conservative business environments</li>\n<li>Experience as a strategic business advisor facilitating change management and technology adoption</li>\n<li>Proven ability navigating complex procurement processes and building consensus among diverse stakeholder groups</li>\n<li>Consultative selling approach translating technical AI capabilities into business language for conservative decision-makers</li>\n<li>History of exceeding quota while managing longer sales cycles across multiple traditional industry accounts</li>\n<li>Strong communication skills engaging audiences from technical teams to C-level executives</li>\n<li>Industry acumen with analytical approach to positioning AI as operational enhancement rather than disruptive technology</li>\n<li>Change management mindset for guiding conservative organisations through technology adoption</li>\n<li>Business outcome focus with ability to articulate ROI frameworks and demonstrate measurable operational improvements</li>\n<li>Passion for AI with commitment to safe, responsible deployment in stability-focused business environments</li>\n</ul>\n<p><strong>Deadline to apply:</strong></p>\n<p>None. Applications will be reviewed on a rolling basis.</p>\n<p><strong>Logistics</strong></p>\n<p><strong>Education requirements:</strong> We require at least a Bachelor&#39;s degree in a related field or equivalent experience. <strong>Location-based hybrid policy:</strong> Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.</p>\n<p><strong>Visa sponsorship:</strong> We do sponsor visas! However, we aren&#39;t able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.</p>\n<p><strong>We encourage you to apply even if you do not believe you meet every single qualification.</strong> Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you&#39;re interested in this work. We think AI systems like the ones we&#39;re building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.</p>\n<p><strong>Your safety matters to us.</strong> To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses.</p>\n<p style=\"margin-top:24px;font-size:13px;color:#666;\">XML job scraping automation by <a href=\"https://yubhub.co\">YubHub</a></p>","url":"https://yubhub.co/jobs/job_3fd4747e-acf","directApply":true,"hiringOrganization":{"@type":"Organization","name":"Anthropic","sameAs":"https://job-boards.greenhouse.io","logo":"https://logos.yubhub.co/anthropic.com.png"},"x-apply-url":"https://job-boards.greenhouse.io/anthropic/jobs/4948535008","x-work-arrangement":"hybrid","x-experience-level":"mid","x-job-type":"full-time","x-salary-range":"€155.000 - €205.000EUR","x-skills-required":["B2B software sales experience","Mid-market sales experience","Traditional industry expertise","Strategic business advisor","Complex procurement processes","Consultative selling approach","Industry acumen","Change management mindset","Business outcome focus","Passion for AI"],"x-skills-preferred":["Technical AI capabilities","Business language","C-level communication","Analytical approach","Operational enhancement","Disruptive technology"],"datePosted":"2026-03-08T13:53:17.151Z","jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Dublin, IE"}},"employmentType":"FULL_TIME","occupationalCategory":"Sales","industry":"Technology","skills":"B2B software sales experience, Mid-market sales experience, Traditional industry expertise, Strategic business advisor, Complex procurement processes, Consultative selling approach, Industry acumen, Change management mindset, Business outcome focus, Passion for AI, Technical AI capabilities, Business language, C-level communication, Analytical approach, Operational enhancement, Disruptive technology"}]}