Commercial Account Executive - Australia

ABOUT THE ROLE As a Commercial Account Executive for GitLab's Australia territory, you will play a critical role in driving the company's growth by helping mid-market organizations adopt, implement, and expand our AI-powered DevSecOps platform. This position offers a unique opportunity to elevate your impact through team leadership and mentoring, while focusing on commercial and mid-market accounts across your territory. WHAT YOU'LL DO As a Commercial Account Executive, your primary responsibilities will include: - Owning and growing a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform. - Driving 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. - Meeting or exceeding quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory. - Articulating the value of GitLab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs. - Managing your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. - Collaborating 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. - Representing GitLab in customer meetings and events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. - Mentoring and coaching fellow Commercial Account Executives, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement. - Regularly meeting 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 NEED To succeed in this role, you will need: - 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 presentation skills, with the ability to articulate complex ideas and drive compelling presentations. WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere and enjoy a better