Commercial Account Executive - Mid Market - SEA Remote

Commercial Account Executive - Mid Market - SEA

Git Lab is an open-core software company that develops the most comprehensive AI-powered Dev Sec Ops  Platform, used by more than 100,000 organizations. Our mission 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 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.

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. Git Lab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

Co-create the future with us as we build technology that transforms how the world develops software.

As a Commercial Account Executive, you'll drive Git Lab's growth by helping mid-market organisations adopt, implement, and expand our AI-powered Dev Sec Ops  platform. You'll also elevate your impact through team leadership and mentoring. You'll focus on commercial and mid-market accounts, guiding customers through their digital and Dev Sec Ops  journeys and driving pipeline generation that translates into measurable new ARR and long-term expansion.

In this role, you'll act as a key connector between customer stakeholders and Git Lab's field organisation so Git Lab is seen as a trusted, long-term partner across the full sales cycle. You'll also mentor and coach fellow team members, sharing knowledge and learnings to elevate team performance. In your first year at this level, you'll deepen executive-level customer relationships, continue building a healthy book of business, and demonstrate consistent top-tier performance while supporting the growth of your peers.

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from Git Lab's AI-powered Dev Sec Ops  platform.
• Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR.
• Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory.
• Articulate the value of Git Lab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs.
• Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts against your plan through regular pipeline and deal reviews.
• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction.
• Represent Git Lab in customer meetings and events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities.
• Mentor and coach fellow Commercial Account Executives, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement.
• Regularly meet on-site with key customers to develop and strengthen executive-level relationships, ensuring Git Lab is viewed as a strategic, long-term partner at the highest levels of the organization.

• Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar role serving mid-market customers.
• Ability to quickly learn and sell a complex SaaS or Dev Sec Ops  platform to commercial and mid-market accounts, including identifying and breaking into new customers.
• Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts and manage your territory using both insight and data.
• Skill in managing and closing larger, more complex deals in the Commercial segment using proven multi-threading, negotiation, and executive coverage strategies.
• Self-starter who is a manager of one when it comes to territory account…