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GitLab is seeking a Commercial Account Executive to join its Europe, Middle East, and Africa Sales team. You will be the primary connection between GitLab and its customers, managing a broad book of mid-market business across organizations of up to 4,000 team members. You'll own the full sales cycle—from prospecting and discovery through solution alignment, negotiation, and close—for GitLab's DevSecOps platform, which incorporates artificial intelligence capabilities.
In this role, you will articulate GitLab's value proposition to mid-market prospects and customers, tailoring messaging to their business and technical needs. You'll build and maintain a healthy pipeline through consistent prospecting and qualification, using a structured sales process to support pipeline and revenue goals. You'll document buying criteria, decision processes, key stakeholders, and next steps to run disciplined sales cycles. Collaboration is central: you'll work closely with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience and expand GitLab's footprint.
You'll also support customer adoption, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning. Travel to meet customers and attend events as needed. Reporting to a Regional Sales Director, your first-year focus will be on building trusted relationships and delivering meaningful business outcomes for customers.
Requirements:
- Experience selling SaaS solutions
- Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion
- Strong customer relationship-building skills, including effective discovery, negotiation, and closing to support long-term customer outcomes
- Proven ability to conduct consistent outbound prospecting, create and maintain a healthy pipeline, and maintain accurate territory and forecast documentation
- Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies
- Ability to connect customer business challenges to GitLab's DevSecOps platform and communicate its value to different audiences; relevant, transferable sales experience from a variety of backgrounds is welcome
- Fluent French language skills (required)
- Experience selling to development or DevSecOps teams is helpful but not required
