Commercial Account Executive - Mid Market, India

As a Commercial Account Executive, you'll drive GitLab's growth by helping mid market organizations adopt, implement, and expand their use of our AI-powered DevSecOps platform. You'll focus on commercial and mid market accounts, guiding customers through their digital 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. In your first year, you'll be expected to build a healthy, well-documented book of business in your territory, create repeatable sales motions, and consistently forecast and report on deal progress, adoption, and account health.

• 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, maintaining accurate, up-to-date opportunity information, and creating accurate 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, delivering compelling presentations, proposals, and reports that communicate value and outcomes, contributing customer ideas to our public issue tracker, and applying MEDPICC and Command of the Message on all opportunities.

• Experience driving complex B2B software sales cycles with commercial and mid-market customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.
• Background selling into commercial and mid-market accounts, with a track record of breaking into new customers and building trusted relationships across business and technical stakeholders.
• Understanding of commercial buying motions, including key decision-makers, evaluation criteria, and procurement processes, with the ability to build and nurture a strong territory network.
• Ability to drive new business acquisition and expansion within your book of business through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships.
• Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption and retention.
• Effective communication and interpersonal skills, with the ability to articulate value, lead deal strategy, negotiate, and close while remaining calm under pressure.
• A true desire to see customers benefit from their investment in GitLab, interest in GitLab and open source software, and the ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies.

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.