Responsibilities

• Manage a broad mid-market book of business (new prospects and existing accounts), reporting to the Director of Regional Commercial Sales.
• Lead the full sales cycle: discovery, solution alignment, negotiation, and deal closure.
• Articulate GitLab’s DevSecOps value proposition clearly, aligning it with customer business outcomes.
• Conduct and contribute to win/loss root-cause analyses, sharing learnings with account managers, marketing, and technical teams.
• Document bureaucratic playing criteria, buying processes, next steps, and owners to maintain an accurate, evidence-based pipeline.
• Improve sales processes and the sales handbook by identifying best practices and areas for refinement.
• Provide account leadership in both pre- and post-sales, partnering with technical teams and customer success.
• Advance the voice of the customer, by feeding product insights and ideas into GitLab’s public issue tracker.

Requirements

• Proven track record of success in software sales, ideally within a commercial sales context, managing a varied book of business.
• Ability to guide customers through the entire buying journey—defining criteria, mapping processes, and driving clear next steps.
• Strong communication and interpersonal skills, with experience collaborating across teams: business development, marketing, technical, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on facts over assumptions.
• Proficiency in negotiation, stakeholder presentations, and leading commercial discussions to secure closes.
• Interest in GitLab, open-source software, and—preferably—a familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab’s values and a desire to contribute—regardless of prior sales experience—with a willingness to travel in accordance with company policy.
• Fluency in English.

About the Team

The Commercial Sales team focuses on helping fast-growing organizations adopt GitLab’s AI-powered DevSecOps platform across their software delivery lifecycle. You will join a distributed collection of Account Executives, sales managers, and business development specialists who collaborate asynchronously to manage mid-market opportunities globally.

Key partners include:

• Marketing and sales development teams—to refine outreach and pipeline strategies.
• Technical teams—for deeper solution discussions with customers.
• Customer success—to ensure adoption and post-sales support.

You’ll drive initiatives like: ✔ Toolchain consolidation for clients. ✔ Platform adoption scaling. ✔ Sharing learnings from win/loss analyses to continually improve sales processes.

Working with GitLab

Remote & Global

This role is remote-first, with team members distributed globally.

GitLab Employee Support

Health, Well-being & Finance

• Flexible paid time off
• Parental leave
• Team member resource groups
• Equity compensation and employee stock purchase plan
• Growth and Development Fund

We welcome applicants from diverse backgrounds, even if you don’t meet every listed requirement. At GitLab, we believe it’s better forparable stories to apply when they feel aligned—they ultimately decide if your experience is a fit.

Country Hiring Guidelines

All roles are remote, but some may have location-based eligibility requirements. Our Talent Acquisition team can answer any questions during recruitment.

Would you like to review GitLab’s [Recruitment Privacy Policy] before proceeding?

GitLab is committed to diversity and equal opportunity. We do not discriminate based on race, colour, 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, military discharge status, or any other characteristic protected by law. See our [EEO Policy] and [EEO is the Law] for further details.

If you require an accommodation due to a disability or special need, please notify our recruiters during the application process.

[Apply Now] to accelerate your career at GitLab.