<div><p>GitLab is an open-core software company that develops the most comprehensive <a href="https://about.gitlab.com/solutions/devops-platform">AI-powered DevSecOps Platform</a>, used by more than 100,000 organizations. Our <a href="https://about.gitlab.com/company/mission">mission</a> is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining whats possible in software development. Thanks to products like <a href="https://about.gitlab.com/gitlab-duo/">Duo Enterprise</a> and <a href="https://about.gitlab.com/blog/gitlab-duo-agent-platform-what-is-next-for-intelligent-devsecops/">Duo Agent Platform</a>, customers get AI benefits at every stage of the SDLC. </p> <p>The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our <a href="https://handbook.gitlab.com/handbook/values/">values</a> and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software.</p></div><h4><strong>An overview of this role</strong></h4> <p>Mid-Market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ between 100 to 1,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.</p> <p>Mid-Market AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.</p> <h3><strong>What youll do</strong></h3> <ul> <li>Meet or exceed quota while fostering strong customer relationships</li> <li>Articulate the value of GitLab to our <a href="https://handbook.gitlab.com/handbook/sales/#market-segmentation">Mid Market</a> prospects and customers</li> <li>Take ownership of and act as the CEO for the book of business in your territory:</li> <ul> <li>Document the buying criteria &amp; process, next steps &amp; owners</li> <li>Build a strong pipeline through a healthy cadence of prospecting activity</li> <li>Prospect and close new business to expand your territory</li> <li>Ensure adoption of our solutions and do your best to avoid churn and contraction</li> <li>Work and collaborate with our Partner ecosystem to drive new business and value for our customers</li> <li>Create an accurate forecast for each quarter against your plan/budget</li> <li>Drive attendance to our events, which you will be part of to further network with current and prospective customers</li> </ul> <li>Contribute to root cause analyses on wins/losses.</li> <ul> <li>Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.</li> </ul> <li>Contribute to documenting improvements in our <a href="https://handbook.gitlab.com/handbook/sales/">sales handbook</a></li> <li>Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process</li> <li>Be the voice of the customer by contributing product ideas to our public <a href="https://gitlab.com/gitlab-org/gitlab-ee/issues">issue tracker</a></li> <li>Master MEDPICC and Command of the Message on all opportunities</li> </ul> <h3><strong>What youll bring</strong></h3> <ul> <li>A true desire to see customers benefit from the investment they make with GitLab</li> <li>Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)</li> <li>Interest in GitLab, and open source software</li> <li>Ability to leverage established relationships and proven sales techniques for success</li> <li>Effective communicator, strong interpersonal skills</li> <li>Motivated, driven and results oriented</li> <li>Excellent negotiation, presentation and closing skills</li> <li>Preferred experience with Git, Software Development Tools, Application Lifecycle Management</li> <li>You share our <a href="https://handbook.gitlab.com/handbook/values/">values</a>, and work in accordance with those values.</li> <li>Ability to travel regularly to meet with customers in person and comply with the company’s <a href="https://handbook.gitlab.com/handbook/travel/">travel policy</a></li> </ul> <h4><strong>Hiring Process</strong></h4> <ul> <li>Recruiter Phone Screen</li> <li>Initial Screen with Hiring Manager</li> <li>Interview with Area Sales Manager</li> <li>Mock Call with Sales Leadership</li> <li>Final Interview with Area Vice President</li> </ul> <p> </p> <p> </p><div><h4><strong>How GitLab will support you</strong></h4> <ul> <li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/">Benefits to support your health, finances, and well-being</a></li> <li><a href="https://handbook.gitlab.com/handbook/people-group/paid-time-off/">Flexible Paid Time Off</a> </li> <li><a href="https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&amp;text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.">Team Member Resource Groups</a></li> <li><a href="https://handbook.gitlab.com/handbook/total-rewards/stock-options/">Equity Compensation &amp; Employee Stock Purchase Plan</a></li> <li><a href="https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/">Growth and Development Fund</a></li> <li><a href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave">Parental leave</a> </li> <li><a href="https://handbook.gitlab.com/handbook/finance/expenses/#equipment">Home office</a> support</li> </ul> <p>Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from <a href="https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups">underrepresented groups</a> are less likely to apply to a job unless they meet every single qualification. If youre excited about this role, please apply and allow our recruiters to assess your application.</p> <hr /> <p><strong>Country Hiring Guidelines: </strong>GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  </p> <p><strong>Privacy Policy: </strong>Please review our <a href="https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/" target="_blank">Recruitment Privacy Policy.</a> Your privacy is important to us.</p> <p>GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also <a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy" target="_blank">GitLab’s EEO Policy</a> and <a href="https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices" target="_blank">EEO is the Law</a>. If you have a disability or special need that requires <a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation" target="_blank">accommodation</a>, please let us know during the <a href="https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process" target="_blank">recruiting process</a>.</p></div>