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GitLab is seeking a Commercial Account Executive to drive growth of its AI-powered DevSecOps platform across commercial accounts in Australia, primarily in Queensland with opportunities in South Australia. This is a remote role based in Australia (Sydney, Melbourne, or Brisbane).
In this role, you will own and grow a book of commercial accounts, driving the full sales cycle from prospecting through close. You'll generate and qualify pipeline through outbound prospecting, lead discovery and negotiation, and create new ARR while managing a healthy territory. You'll act as the primary point of contact for all commercial opportunities in your territory, building strong long-term customer relationships and articulating GitLab's value proposition to prospects and customers.
Key responsibilities include: owning commercial account growth in Queensland; driving full sales cycles and meeting/exceeding quota; working with customers to drive adoption and consumption of new products; managing territory documentation, buying criteria, and quarterly forecasts; collaborating with Sales Development, Customer Success, Solutions Architects, and partners; representing GitLab at customer meetings and events; mentoring and coaching fellow Commercial Account Executives; and regularly meeting on-site with key customers to develop executive-level relationships.
You'll be part of a distributed, all-remote Commercial Sales team that works asynchronously across regions. The team values transparency, collaboration, and a consultative approach, with support through shared territory planning, regular deal reviews, and knowledge sharing.
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab.
**Requirements:**
- Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar role
- Ability to quickly learn and sell a complex SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying and breaking into new customers
- Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with ability to create reliable forecasts and manage territory using insight and data
- Skill in managing and closing larger, more complex deals in the Commercial segment using proven multi-threading, negotiation, and executive coverage strategies
- Self-starter who is a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions
- Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities
- Effective communication and interpersonal skills, with ability to articulate value at all levels of customer organization and remain calm and solutions-focused under pressure
- Experience driving adoption and consumption with customers whilst leading your account team
- Comfort with outbound prospecting: not afraid to email, call, and prospect into prospective accounts while building value narratives
- Adaptability, flexibility, creativity, and desire to build something new
