Senior Commercial Account Executive - DACH

Responsibilities

• Own a broad book of Enterprise business, from new prospects to growing existing accounts.
• Manage the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.
• Articulate GitLab’s DevSecOps value proposition and align it to customer business outcomes.
• Analyze wins and losses, contribute to root-cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Improve the sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership across pre-sales and post-sales, partnering with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker.

Requirements

• Proven success in software sales, ideally in an enterprise or commercial market context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills for collaboration with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence.
• Experience conducting or contributing to win/loss and root-cause analyses.
• Strong negotiation, presentation, and commercial discussion skills.
• Interest in GitLab and open source software; familiarity with Git, software development tools, or application lifecycle management is preferred.
• Willingness to travel in line with company policy.
• Fluent German language skills required.

Benefits and Compensation

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