Commercial Account Executive

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities. • Focus on customer accounts with > 4,000 employees, managing projects of varying sizes and complexity within the mid-market segment. • Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to business and technical needs. • Build and maintain a healthy pipeline through prospecting, qualification, and opportunity advancement using MEDDPICC and Command of the Message. • Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles. • Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver cohesive pre- and post-sales experiences, co-sell, close opportunities, and expand GitLab’s footprint. • Support customer adoption, proactively reduce churn and contraction, and participate in quarterly forecasting and territory planning. • Share win/loss insights, update the sales handbook, and provide customer feedback to the product through the public issue tracker.

🎯 Requirements

• 8+ years of Digital Native or Mid-Market sales experience in Japan • Proven track record of driving net-new logo acquisition and self-generating a robust pipeline through strategic outbound initiatives • Ability to penetrate greenfield territories or untapped market segments and establish local pipelines • Strategic territory prioritization balancing speed with quality • Commercial acumen connecting product adoption to long-term revenue growth and expanded customer commitments • Ability to collaborate with sales development, customer success, renewals, marketing, partners, and technical teams • Interest in or experience with modern SDLC innovations, including AI-powered DevSecOps • Native-level Japanese communication skills • Business-level English communication skills • Must be based in Japan and have full working rights in Japan

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental Leave