Commercial Account Executive, Named - East at Gitlab
This role is designed for a mid-level SaaS sales professional with a background in DevSecOps or technical software sales. You should be comfortable navigating t
Work type: remote
Location: Remote, US
Salary: $79,900 – $141,000/yr
Type: Full-time
Summary
This role is designed for a mid-level SaaS sales professional with a background in DevSecOps or technical software sales. You should be comfortable navigating the "Commercial" space, specifically targeting companies with 250 to 4,000 employees. The ideal candidate is someone who can speak a developer's language while executing a disciplined sales methodology like MEDDPICC.
Operating in a fully remote environment, this position offers significant earning potential. The base salary ranges from $80k to $141k, but notably, sales roles are eligible for incentive pay (commission) targeted at up to 100% of the base. GitLab is famous for its transparent, remote-first culture and provides unique benefits like a home office stipend and a dedicated growth and development fund.
**You might be a good fit if you...**
* Have experience selling SaaS tools to engineering and development teams.
* Are proficient in the MEDDPICC sales framework and can manage complex, multi-stakeholder deals.
* Are a disciplined self-starter who thrives in a fully remote, "CEO of your territory" environment.
* Are willing to travel regularly within the US Eastern region to meet clients in person.
Job Description
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our [values](https://handbook.gitlab.com/handbook/values/) and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. [Co-create the future with us](https://www.youtube.com/watch?v=OuZIb5zszQI) as we build technology that transforms how the world develops software.
Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
#### An overview of this role
Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.
Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.
### What you'll do
- Meet or exceed quota while fostering strong customer relationships
- Articulate the value of GitLab to our [Commercial](https://handbook.gitlab.com/handbook/sales/#market-segmentation) prospects and customers in the US Eastern region
- Take ownership of and act as the CEO for the book of business in your territory:
- Document the buying criteria & process, next steps & owners
- Build a strong pipeline through a healthy cadence of prospecting activity
- Prospect and close new business to expand your territory
- Ensure adoption of our solutions and do your best to avoid churn and contraction
- Work and collaborate with our Partner ecosystem to drive new business and value for our customers
- Create an accurate forecast for each quarter against your plan/budget
- Drive attendance to our events, which you will be part of to further network with current and prospective customers
- Contribute to root cause analyses on wins/losses.
- Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
- Contribute to documenting improvements in our [sales handbook](https://handbook.gitlab.com/handbook/sales/)
- Collaborate 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
- Be the voice of the customer by contributing product ideas to our public [issue tracker](https://gitlab.com/gitlab-org/gitlab-ee/issues)
- Master MEDPICC and Command of the Message on all opportunities
### What you'll bring- A true desire to see customers benefit from the investment they make with GitLab
- Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
- Interest in GitLab, and open source software
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator, strong interpersonal skills
- Motivated, driven and results oriented
- Excellent negotiation, presentation and closing skills
- Preferred experience with Git, Software Development Tools, Application Lifecycle Management
- You share our [values](https://handbook.gitlab.com/handbook/values/), and work in accordance with those values.
- Ability to travel regularly to meet with customers in person and comply with the company’s [travel policy](https://handbook.gitlab.com/handbook/travel/)
Remote-Global
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.United States Salary Range
$79,900—$141,000 USD
#### How GitLab Supports Full-Time Employees
- [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)
- [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/paid-time-off/)
- [Team Member Resource Groups](https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.)
- [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/)
- [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/)
- [Parental leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave)
- [Home office](https://handbook.gitlab.com/handbook/finance/expenses/#equipment) support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from [underrepresented groups](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups) are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.Country Hiring Guidelines:GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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