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In this role, you&#39;ll act as a strategic connector between customer stakeholders and GitLab&#39;s field organisation.</p>\n<p>You&#39;ll help ensure GitLab is seen as a trusted, long-term partner across the full sales cycle. You&#39;ll also share best practices, deal strategy, and customer insights to help raise overall team performance.</p>\n<p>In your first year, you&#39;ll deepen executive-level relationships within key accounts. You&#39;ll build and execute a territory plan that supports a healthy book of business. 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. 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You will articulate the value of GitLab to our Commercial prospects and customers, take ownership of and act as the CEO for the book of business in your territory, and ensure adoption of our solutions and do your best to avoid churn and contraction.</p>\n<p>Key responsibilities include:</p>\n<ul>\n<li>Meeting or exceeding quota while fostering strong customer relationships</li>\n<li>Articulating the value of GitLab to our Commercial prospects and customers in the US Eastern region</li>\n<li>Taking ownership of and acting as the CEO for the book of business in your territory</li>\n<li>Documenting the buying criteria &amp; process, next steps &amp; owners</li>\n<li>Building a strong pipeline through a healthy cadence of prospecting activity</li>\n<li>Prospecting and closing new business to expand your territory</li>\n<li>Ensuring adoption of our solutions and doing your best to avoid churn and contraction</li>\n<li>Working and collaborating with our Partner ecosystem to drive new business and value for our customers</li>\n<li>Creating an accurate forecast for each quarter against your plan/budget</li>\n<li>Driving attendance to our events, which you will be part of to further network with current and prospective customers</li>\n<li>Contributing to root cause analyses on wins/losses</li>\n<li>Communicating lessons learned to the team, including account managers, the marketing team, and the technical team</li>\n<li>Contributing to documenting improvements in our sales handbook</li>\n<li>Collaborating 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</li>\n<li>Being the voice of the customer by contributing product ideas to our public issue tracker</li>\n<li>Mastering MEDPICC and Command of the Message on all opportunities</li>\n</ul>\n<p>Requirements include:</p>\n<ul>\n<li>A true desire to see customers benefit from the investment they make with GitLab</li>\n<li>Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)</li>\n<li>Interest in GitLab, and open source software</li>\n<li>Ability to leverage established relationships and proven sales techniques for success</li>\n<li>Effective communicator, strong interpersonal skills</li>\n<li>Motivated, driven and results oriented</li>\n<li>Excellent negotiation, presentation and closing skills</li>\n<li>Preferred experience with Git, Software Development Tools, Application Lifecycle Management</li>\n<li>You share our values, and work in accordance with those values</li>\n<li>Ability to travel regularly to meet with customers in person and comply with the company’s travel policy</li>\n</ul>\n<p>The base salary range for this role is $79,900-$141,000 USD.</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_d77bd5f6-773","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/8436336002","x-work-arrangement":"remote","x-experience-level":"mid","x-job-type":"full-time","x-salary-range":"$79,900-$141,000 USD","x-skills-required":["SaaS sales","DevOps","Open source software","Effective communication","Interpersonal skills","Negotiation","Presentation","Closing skills","Git","Software Development Tools","Application Lifecycle Management"],"x-skills-preferred":["MedPICC","Command of the Message"],"datePosted":"2026-04-18T15:42:17.778Z","jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Remote, US"}},"jobLocationType":"TELECOMMUTE","employmentType":"FULL_TIME","occupationalCategory":"Sales","industry":"Technology","skills":"SaaS sales, DevOps, Open source software, Effective communication, Interpersonal skills, Negotiation, Presentation, Closing skills, Git, Software Development Tools, Application Lifecycle Management, MedPICC, Command of the Message","baseSalary":{"@type":"MonetaryAmount","currency":"USD","value":{"@type":"QuantitativeValue","minValue":79900,"maxValue":141000,"unitText":"YEAR"}}},{"@context":"https://schema.org","@type":"JobPosting","identifier":{"@type":"PropertyValue","name":"YubHub","value":"job_9aa155bf-f1d"},"title":"Account Executive, Mid Market","description":"<p>Why join us</p>\n<p>Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. 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