Commercial Account Executive - Mid-Market
Owns new and expansion sales across a Canadian mid-market territory, guiding customers from prospecting through adoption and growth. The role requires SaaS sales experience, disciplined pipeline and forecast management, value-based selling, and collaboration with technical and customer-facing teams.
About the job
Responsibilities
- Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.
- Manage accounts with 250 to 1,999 employees across a range of project sizes and complexity.
- Articulate the value of GitLab’s AI-powered DevSecOps platform to prospects and customers, tailoring messaging to business and technical needs.
- Build and maintain a healthy pipeline through prospecting, qualification, and opportunity advancement using structured methodologies such as MEDDPICC and Command of the Message.
- Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles.
- Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to coordinate account strategies, co-sell, close opportunities, and expand GitLab’s footprint.
- Support customer adoption, reduce churn and contraction, and participate in quarterly forecasting and territory planning.
- Share win/loss insights, update the sales handbook, and communicate customer feedback through GitLab’s public issue tracker.
- Travel to meet customers and attend events as needed.
Requirements
- Experience selling SaaS solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
- Ability to manage a broad mid-market territory and own a book of business from prospecting through close, adoption, and expansion.
- Strong customer relationship, discovery, negotiation, and closing skills.
- Ability to drive consistent outbound prospecting, maintain a healthy pipeline, and keep territory and forecast documentation accurate.
- Ability to collaborate with sales development, customer success, renewals, marketing, partners, and technical teams.
- Clear, structured communication and presentation skills.
- Interest in GitLab, open source, and software development tools, with the ability to connect customer challenges to a DevSecOps platform.
Skills
SaaS, DevSecOps, MEDDPICC, Command Of The Message, Value-Based Selling, Outbound Prospecting, Pipeline Management, Territory Planning, Forecasting, Negotiation, Customer Relationship Management, GitLab, Open Source, AI
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