<div class="content-intro"><p>GitLab is an open core software company that develops the most comprehensive&nbsp;<a class="c-link" href="https://about.gitlab.com/solutions/devops-platform" target="_blank" data-stringify-link="https://about.gitlab.com/solutions/devops-platform" data-sk="tooltip_parent">AI-powered DevSecOps Platform</a>, used by more than 100,000 organizations. Our&nbsp;<a class="c-link" href="https://about.gitlab.com/company/mission" target="_blank" data-stringify-link="https://about.gitlab.com/company/mission" data-sk="tooltip_parent">mission</a>&nbsp;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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our&nbsp;<a class="c-link" href="https://about.gitlab.com/handbook/using-gitlab-at-gitlab" target="_blank" data-stringify-link="https://about.gitlab.com/handbook/using-gitlab-at-gitlab" data-sk="tooltip_parent">operations</a>&nbsp;on our product and staying aligned with our&nbsp;<a class="c-link" href="https://about.gitlab.com/handbook/values" target="_blank" data-stringify-link="https://about.gitlab.com/handbook/values" data-sk="tooltip_parent">values</a>. Learn more about&nbsp;<a class="c-link" href="https://vimeo.com/gitlab/gettoknowgitlab" target="_blank" data-stringify-link="https://vimeo.com/gitlab/gettoknowgitlab" data-sk="tooltip_parent">Life at GitLab</a>.</p>
<p>Thanks to products like&nbsp;<a class="c-link" href="https://about.gitlab.com/gitlab-duo/" target="_blank" data-stringify-link="https://about.gitlab.com/gitlab-duo/" data-sk="tooltip_parent">Duo Enterprise</a>, and&nbsp;<a class="c-link" href="https://about.gitlab.com/blog/2024/06/27/meet-gitlab-duo-workflow-the-future-of-ai-driven-development/" target="_blank" data-stringify-link="https://about.gitlab.com/blog/2024/06/27/meet-gitlab-duo-workflow-the-future-of-ai-driven-development/" data-sk="tooltip_parent">Duo Workflow</a>, customers get the benefit of AI 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. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.</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 you'll 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 in the US Central region</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 you'll 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>
<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://about.gitlab.com/company/culture/all-remote/guide/">All remote</a>, <a href="https://about.gitlab.com/company/culture/all-remote/asynchronous/">asynchronous</a> work environment</li>
<li><a href="https://handbook.gitlab.com/handbook/people-group/paid-time-off/">Flexible Paid Time Off</a>&nbsp;</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>&nbsp;</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 you're excited about this role, please apply and allow our recruiters to assess your application.</p>
<h4>Compensation</h4>
<p>To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.</p>
<p>Additional details about our process can be found on our<a href="https://about.gitlab.com/handbook/hiring/interviewing/" target="_blank">&nbsp;hiring page</a>.</p>
<div class="c-message_actions__container c-message__actions">&nbsp;</div>
<div><span style="font-size: xx-small;"><span style="color: white;">Remote-Global</span></span></div><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><em><span data-sheets-formula-bar-text-style="font-size:12px;color:#000000;font-weight:normal;text-decoration:none;font-family:'Arial';font-style:normal;text-decoration-skip-ink:none;">The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our </span><a class="waffle-rich-text-link" href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/" data-sheets-formula-bar-text-link="https://bit.ly/GLBeneUS" data-sheets-formula-bar-text-style="font-size:12px;color:#1155cc;font-weight:normal;text-decoration:underline;font-family:''Arial'';font-style:normal;text-decoration-skip-ink:none;">benefits</a><span data-sheets-formula-bar-text-style="font-size:12px;color:#000000;font-weight:normal;text-decoration:none;font-family:'Arial';font-style:normal;text-decoration-skip-ink:none;"> and </span><a class="waffle-rich-text-link" href="https://about.gitlab.com/handbook/stock-options/" data-sheets-formula-bar-text-link="https://bit.ly/GLequity" data-sheets-formula-bar-text-style="font-size:12px;color:#1155cc;font-weight:normal;text-decoration:underline;font-family:''Arial'';font-style:normal;text-decoration-skip-ink:none;">equity</a><span data-sheets-formula-bar-text-style="font-size:12px;color:#000000;font-weight:normal;text-decoration:none;font-family:'Arial';font-style:normal;text-decoration-skip-ink:none;">. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.</span></em></p></div><div class="title">California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range</div><div class="pay-range"><span>$66,300</span><span class="divider">&mdash;</span><span>$117,000 USD</span></div></div></div><div class="content-conclusion"><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.&nbsp;&nbsp;</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&nbsp;<a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy" target="_blank">GitLab’s EEO Policy</a>&nbsp;and&nbsp;<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&nbsp;<a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation" target="_blank">accommodation</a>, please let us know during the&nbsp;<a href="https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process" target="_blank">recruiting process</a>.</p></div>

GitLab is an open core software company that develops the most comprehensive
[AI-powered DevSecOps Platform](https://about.gitlab.com/solutions/devops-
platform), used by more than 100,000 organizations. Our
[mission](https://about.gitlab.com/company/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 the
rate of human progress. This mission is integral to our culture, influencing
how we hire, build products, and lead our industry. We make this possible at
GitLab by running our [operations](https://about.gitlab.com/handbook/using-
gitlab-at-gitlab) on our product and staying aligned with our
[values](https://about.gitlab.com/handbook/values). Learn more about [Life at
GitLab](https://vimeo.com/gitlab/gettoknowgitlab).

Thanks to products like [Duo Enterprise](https://about.gitlab.com/gitlab-
duo/), and [Duo Workflow](https://about.gitlab.com/blog/2024/06/27/meet-
gitlab-duo-workflow-the-future-of-ai-driven-development/), customers get the
benefit of AI 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. All team members are encouraged and expected to
incorporate AI into their daily workflows to drive efficiency, innovation, and
impact across our global organisation.

####  **An overview of this role**

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.

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.

### **What you'll do**

  * Meet or exceed quota while fostering strong customer relationships
  * Articulate the value of GitLab to our [Mid Market](https://handbook.gitlab.com/handbook/sales/#market-segmentation) prospects and customers in the US Central region
  * Take ownership of and act as the CEO for the book of business in your territory:
    * Document the buying criteria & process, next steps & owners
    * Build a strong pipeline through a healthy cadence of prospecting activity
    * Prospect and close new business to expand your territory
    * Ensure adoption of our solutions and do your best to avoid churn and contraction
    * Work and collaborate with our Partner ecosystem to drive new business and value for our customers
    * Create an accurate forecast for each quarter against your plan/budget
    * Drive attendance to our events, which you will be part of to further network with current and prospective customers
  * Contribute to root cause analyses on wins/losses.
    * Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
  * Contribute to documenting improvements in our [sales handbook](https://handbook.gitlab.com/handbook/sales/)
  * 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
  * Be the voice of the customer by contributing product ideas to our public [issue tracker](https://gitlab.com/gitlab-org/gitlab-ee/issues)
  * Master MEDPICC and Command of the Message on all opportunities

### **What you'll bring**

  * A true desire to see customers benefit from the investment they make with GitLab
  * Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
  * Interest in GitLab, and open source software
  * Ability to leverage established relationships and proven sales techniques for success
  * Effective communicator, strong interpersonal skills
  * Motivated, driven and results oriented
  * Excellent negotiation, presentation and closing skills
  * Preferred experience with Git, Software Development Tools, Application Lifecycle Management
  * You share our [values](https://handbook.gitlab.com/handbook/values/), and work in accordance with those values.
  * Ability to travel regularly to meet with customers in person and comply with the company’s [travel policy](https://handbook.gitlab.com/handbook/travel/)

#### **Hiring Process**

  * Recruiter Phone Screen
  * Initial Screen with Hiring Manager
  * Interview with Area Sales Manager
  * Mock Call with Sales Leadership
  * Final Interview with Area Vice President

#### **How GitLab will support you**

  * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)
  * [All remote](https://about.gitlab.com/company/culture/all-remote/guide/), [asynchronous](https://about.gitlab.com/company/culture/all-remote/asynchronous/) work environment
  * [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/paid-time-off/) 
  * [Team Member Resource Groups](https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.)
  * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/)
  * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/)
  * [Parental leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) 
  * [Home office](https://handbook.gitlab.com/handbook/finance/expenses/#equipment) support

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 [underrepresented
groups](https://about.gitlab.com/company/culture/inclusion/#examples-of-
select-underrepresented-groups) are less likely to apply to a job unless they
meet every single qualification. If you're excited about this role, please
apply and allow our recruiters to assess your application.

#### Compensation

To view the full job description and its compensation calculator, view our
handbook. The compensation calculator can be found towards the bottom of the
page.

Additional details about our process can be found on our[ hiring
page](https://about.gitlab.com/handbook/hiring/interviewing/).



Remote-Global

 _The base salary range for this role’s listed level is currently for
residents of listed locations only. Grade level and salary ranges are
determined through interviews and a review of education, experience,
knowledge, skills, abilities of the applicant, equity with other team members,
and alignment with market data. See more information on
our[benefits](https://about.gitlab.com/handbook/total-
rewards/benefits/general-and-entity-benefits/) and
[equity](https://about.gitlab.com/handbook/stock-options/). Sales roles are
also eligible for incentive pay targeted at up to 100% of the offered base
salary._

California/Colorado/Hawaii/New Jersey/New
York/Washington/DC/Illinois/Minnesota pay range

$66,300--$117,000 USD

* * *

**Country Hiring Guidelines:** 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.  

**Privacy Policy:** Please review our [Recruitment Privacy
Policy.](https://handbook.gitlab.com/handbook/hiring/candidate-
faq/recruitment-privacy-policy/) Your privacy is important to us.

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 [GitLab’s EEO
Policy](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-
employment-opportunity-policy) and [EEO is the
Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-
equal-employment-opportunity-commission-notices). If you have a disability or
special need that requires
[accommodation](https://about.gitlab.com/handbook/people-policies/inc-
usa/#reasonable-accommodation), please let us know during the [recruiting
process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-
to-our-interview-process).

