Commercial Account Executive - Mid-Market, Canada

As a Commercial Account Executive, Mid-Market, you'll be the primary point of contact for prospective and existing customers in our mid-market segment, helping organizations modernize how they plan, build, secure, and ship software with GitLab's AI-powered DevSecOps platform. You'll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with GitLab to achieve clear business outcomes while supporting adoption and reducing churn. You'll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.

Responsibilities

Own and manage a broad Commercial book of business as the primary point of contact in your territory, focusing only on expansion opportunities; Focus on customer accounts with low to modest current investments in GitLab in an effort to grow and expand the partnership; Articulate the value of GitLab's AI-powered DevSecOps platform to Commercial prospects and customers, tailoring messaging to their business and technical needs; Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as 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 a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab's footprint; Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning; Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via the public issue tracker

Requirements

Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams; Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion; Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing; Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation; Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams); Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learned; Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab's DevSecOps platform; The ability to travel for events such as trainings, team off sites, customer meetings, etc.; Must be located in Canada

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