Commercial Account Executive, Northern Cone

Responsibilities

• Own and manage a broad small and medium-sized business and mid-market book of business in Northern Cone, driving new and expansion opportunities from prospecting through close and renewal.
• Focus on customer accounts with up to 1,999 team members, navigating projects of varying size and complexity across SMB and mid-market segments.
• Articulate the value of GitLab's AI-powered DevSecOps platform, tailoring conversations to customer business and technical needs.
• Build and maintain a healthy pipeline through outbound prospecting, qualification, and opportunity advancement using MEDDPICC and Command of the Message.
• Document buying criteria, decision processes, next steps, and stakeholders to support disciplined sales cycles, territory management, and accurate forecasting.
• Collaborate with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to coordinate account strategies and co-sell.
• Support customer adoption, proactively reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Share win and loss insights, update the sales handbook, and represent the customer through GitLab's public issue tracker.
• Travel to meet customers and attend events as needed.

Requirements

• Fluency in Spanish.
• Experience selling software-as-a-service (SaaS) solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• Experience owning and managing a broad SMB and mid-market territory from prospecting through close, adoption, and expansion.
• Strong customer relationship, discovery, negotiation, and closing skills.
• Experience with outbound prospecting, pipeline development, and accurate territory and forecast documentation.
• Ability to collaborate across sales, customer success, renewals, marketing, partner, and technical teams.
• Clear, structured communication skills, including presenting a DevSecOps value proposition to different audiences and documenting customer insights.
• Interest in GitLab, open source, and software development tools.

Benefits and Compensation

• Flexible paid time off.
• Team member resource groups.
• Equity compensation and employee stock purchase plan.
• Growth and development fund.
• Parental leave.