Commercial Account Executive- Australia and New Zealand på Gitlab i Remote

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity,

improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million

registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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. GitLab 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.

Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100

refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited

are not affiliated with, and do not endorse products or services of GitLab.

As a Commercial Account Executive focused on New Zealand, you'll drive GitLab's growth by helping the majority of New Zealand's

organizations adopt, implement, and expand our AI-powered DevSecOps platform. New Zealand is a strategic focus market for GitLab,

and outside of a small number of named strategic accounts, the vast majority of the New Zealand market sits within Commercial -

meaning this role carries the scope, complexity, and customer seniority typically associated with Enterprise coverage. You'll

focus on guiding customers through their AI and DevSecOps 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 GitLab's field

organization so GitLab 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.

WHAT YOU'LL DO

Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from

GitLab's AI-powered DevSecOps 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 GitLab 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 GitLab 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 GitLab is viewed as

a strategic, long-term partner at the highest levels of the organization.

WHAT YOU'LL BRING

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 DevSecOps 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 planning, quarterly and annual KPI execution, and

driving new business acquisition and expansion through consultative, multi-stakeholder sales motions.

Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional

team-level responsibilities that elevate team performance and collective goal achievement.

Effective communication and interpersonal skills, with the ability to articulate value at all levels of the customer

organization, lead clear and compelling customer conversations, and remain calm and solutions-focused under pressure.

ABOUT THE TEAM

The Commercial Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps

platform with our mid-market customers. As a Commercial Account Executive, you'll be part of a distributed, all-remote team that

works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, Sales Development, Customer

Success, Renewals, and partner teams. We value transparency, collaboration, and a consultative approach, and we support one

another through shared territory planning, regular deal reviews, and knowledge sharing focused on winning new customers, expanding

existing accounts, and helping mid-market organizations get the most value from GitLab.

Remote-Global

HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES

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

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 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.

---------------------------------------------------------------------------------------------------------------------------------

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.

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 and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during

the recruiting process.

Role

Commercial Account Executive- Australia and New Zealand

Tags for this job

APAC - Commercial

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