# Commercial Account Executive, Northern Cone

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Account Executive
**Skills:** SaaS, DevSecOps, MEDDPICC, Command Of The Message, Outbound Prospecting, Pipeline Management, Forecasting, Negotiation, Customer Relationship Management, GitLab, Open Source, Value-Based Selling
**Posted:** 2026-08-11

> Owns prospecting, sales cycles, renewals, and expansion for SMB and mid-market customers across the Northern Cone. The role requires Spanish fluency, SaaS value-based selling experience, disciplined pipeline management, and collaboration with technical and customer-facing teams.

## Job Description

## 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.

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