# Senior Commercial Account Executive - DACH

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Account Executive
**Skills:** DevSecOps, GitLab, Git, Open Source Software, Software Development Tools, Application Lifecycle Management, Pipeline Management, Account Planning, Negotiation, Sales Presentation
**Posted:** 2026-08-10

> Own the full sales cycle for German-speaking commercial and enterprise prospects, from discovery through negotiation and close. The role requires proven software sales success, strong pipeline and account-management discipline, commercial negotiation skills, and fluent German.

## Job Description

## 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

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