Commercial Account Executive - Mid Market, UK

• Serve as the primary connection between GitLab and mid-market customers with organizations of up to 4,000 team members. • Help customers adopt and expand the world's most comprehensive AI-powered DevSecOps platform. • Own a broad book of business across a wide range of opportunity sizes. • Guide small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. • Run the full sales process from shaping the customer's journey to sharing root-cause insights on wins and losses. • Be the voice of the customer internally by contributing ideas to the public issue tracker and improving the sales handbook.

• Proven success in software sales, ideally in a mid-market context, managing a varied book of business. • Ability to guide customers through the full buying journey, including defining buying criteria and mapping buying processes. • Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management. • Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions. • Skill in conducting and contributing to win/loss and root cause analyses. • Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities. • Alignment with GitLab's values and willingness to travel in line with company policy.

• Interest in GitLab and open source software. • Familiarity with Git, software development tools, or application lifecycle management. • Experience contributing from diverse or transferable sales backgrounds. • Background in DevSecOps or software development platform sales. • Experience working in distributed, async-first teams. • Knowledge of toolchain consolidation and platform adoption strategies.

• Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts. • Manage the full sales cycle for mid-market prospects, from discovery and solution alignment through negotiation and close. • Clearly articulate the 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. • Contribute to improving the sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre• and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker.

• Work at an open-core software company used by more than 100,000 organizations. • Benefits to support your health, finances, and well-being. • Flexible Paid Time Off. • Team Member Resource Groups. • Equity Compensation and Employee Stock Purchase Plan. • Growth and Development Fund. • Parental leave. • Home office support. • High-performance culture driven by values and continuous knowledge exchange. • Opportunity to incorporate AI into daily workflows to drive efficiency and innovation.

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Their mission is to enable everyone to contribute to and co-create the software that powers our world. The platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.