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GitLab is seeking a Commercial Account Executive for the Mid-Market segment in Japan. You will be the primary point of contact for prospective and existing customers, owning a broad book of business in your territory and serving as a strategic advisor throughout their journey with GitLab's AI-powered DevSecOps platform.
Key responsibilities include:
- Own and manage a Mid-Market book of business focused on new and expansion opportunities, targeting accounts with 4,000+ employees
- Articulate the value of GitLab's AI-powered DevSecOps platform, tailoring messaging to business and technical needs
- Build and maintain a healthy pipeline through consistent prospecting and qualification using structured methodologies (MEDDPICC, Command of the Message)
- Document buying criteria, decision processes, and key stakeholders to run disciplined sales cycles
- Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver cohesive pre- and post-sales experiences
- Support customer adoption, proactively reduce churn, and participate in quarterly forecasting and territory planning
- Contribute to continuous improvement by sharing win/loss insights and serving as the voice of the customer to product teams
Required qualifications:
- 8+ years of Digital Native or Mid-Market sales experience in Japan with proven track record of driving net-new logo acquisition
- Demonstrated ability to penetrate greenfield territories and establish local pipelines from inception
- Ownership mindset with proactive, self-motivated approach to driving results in fast-paced environments
- Strategic approach to territory prioritization balancing speed with quality
- Strong focus on customer outcomes and value realization with commercial acumen
- Ability to collaborate closely with cross-functional partners
- Interest in or experience with modern software development lifecycle innovations and AI-powered DevSecOps
