Responsibilities

Account Executive, Mid-market will report to a Regional Director

Act as a primary point of contact and the face of GitLab for our Mid Market prospects.

Contribute to root cause analyses on wins/losses.

Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.

Take ownership of your book of business

document the buying criteria

document the buying process

document next steps and owners

ensure pipeline accuracy based on evidence and not hope

Contribute to documenting improvements in our sales handbook .

Provide account leadership and direction in the pre- and post-sales process

Be the voice of the customer by contributing product ideas to our public issue tracker

Requirements

A true desire to see customers benefit from the investment they make with you

5+ years of experience with Software sales

Interest in GitLab, and open source software

Willingness and ability (preferably experience) to focus exclusively on landing new business

Capable of thinking outside the box to experiment with different methods to get meetings and close new accounts

Ability to leverage established relationships and proven sales techniques for success

Effective communicator, strong interpersonal skills

Motivated, driven and results oriented

Excellent negotiation, presentation and closing skills

Preferred experience with Git, Software Development Tools, Application Lifecycle Management

You share our values , and work in accordance with those values.

Hiring Process

Avoid the confidence gap; you do not have to match all the listed requirements exactly to apply. Our hiring process is described in more detail in our hiring handbook .

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page .

Selected candidates will be invited to the following:

A phone or video conference screen with the recruiter. This takes 30 minutes and helps our recruiting team align your interests and qualifications with the right opening on the sales team.

A video conversation with a hiring manager. This takes 30 minutes and helps the sales manager what you want to do next in your career and how that might intersect with GitLab and the Commercial sales team.

A video conversation with VP of Commercial sales. This takes from 45 min to an hour and allows your hiring manager to understand the similarities and differences of past roles you’ve had to the role we are considering for you

A mock GitLab customer call. The mock call itself is limited to 15 minutes. You are given a few minutes to ask any final questions before going into the mock call. After the mock call, we use the remainder of the half hour to understand feedback, how it felt to sell GitLab, and ask any questions we have remaining about your candidacy.

Additional details about our process can be found on our hiring page .

Compensation

You will typically get 50% as base and 50% based on commission. See our market segmentation for typical quotas in the U.S. Also see the Sales Compensation Plan .

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 1,000 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision : everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, frugality, collaboration, directness, kindness, diversity, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons To Work For GitLab

Work with helpful, kind, motivated, and talented people.

Work remote so you have no commute and are free to travel and move.

Have flexible work hours so you are there for other people and free to plan the day how you like.

Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.

Work on open source software so you can interact with a large community and can show your work.

Work on a product you use every day: we drink our own wine.

Work on a product used by lots of people that care about what you do.

As a company we contribute more than we take, most of our work is released as the open source GitLab CE.

Focused on results, not on long hours, so that you can have a life and don't burn out.

Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto .

Remote-Global

Your Privacy

For information about our privacy practices in the recruitment process, please visit our Recruitment Privacy Policy .