Commercial Account Executive - Greece/Malta

ABOUT THE ROLE We're seeking an experienced Account Executive to cover Greece and Malta, playing a critical role in helping organizations adopt and expand our comprehensive AI-powered DevSecOps platform. As a key connection between GitLab and customers, you'll work with teams of up to 4,000 members to drive business outcomes and modernize their software delivery processes. WHAT YOU'LL DO As an Account Executive, you'll be responsible for managing a broad book of business, guiding customers through the full sales cycle, and delivering meaningful business outcomes. Your key responsibilities will include: - Reporting to a Regional Sales Director and owning a book of business across various opportunity sizes - Guiding small, fast-growing teams and complex projects as they adopt and expand our DevSecOps platform - Running the full sales process, including shaping customer journeys, documenting buying criteria and processes, and ensuring accurate pipeline data - Analyzing wins and losses, contributing to root cause analyses, and sharing insights with account managers, marketing, and technical teams - Documenting and maintaining accurate buying criteria, buying processes, next steps, and owners to ensure a reliable pipeline - Providing account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success - Representing the voice of the customer by contributing product feedback and ideas to our public issue tracker WHAT YOU'LL NEED To succeed in this role, you'll need: - Proven success in software sales, ideally in a Commercial market context, managing a varied book of business - Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps - Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management - Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions - Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes - Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities - Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management - Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy WHY REMOTE As a remote team member, you'll have the flexibility to work from anywhere while collaborating with a distributed group of Account Executives, sales managers, and business development team members. Our team focuses on helping growing organizations adopt and expand our AI-powered DevSecOps platform across their software delivery lifecycle. BENEFITS At GitLab, we offer a comprehensive benefits package to support your health, finances, and well-being. This includes benefits such as [link to benefits page].