Commercial Account Executive - Japan

ABOUT THE ROLE GitLab is the intelligent orchestration platform that empowers teams to build, secure, and ship software faster and more reliably. As a Commercial Account Executive – Japan, you will be the trusted advisor for mid‑market organisations, guiding them through the full lifecycle of adopting GitLab’s AI‑powered DevSecOps platform. Your focus will be on customers with more than 4,000 employees, helping them modernise their software delivery pipelines, reduce risk, and achieve measurable business outcomes. You will own a broad book of business, drive new revenue, and nurture existing relationships to maximise adoption and minimise churn. WHAT YOU'LL DO You will manage a portfolio of mid‑market accounts, serving as the primary point of contact for all sales activities. You will articulate the value of GitLab’s platform, tailoring messaging to the technical and business needs of each prospect. You will build and maintain a healthy pipeline through disciplined prospecting, qualification, and opportunity advancement, using MEDDPICC and Command of the Message to structure every deal. You will collaborate closely with sales development, solutions consulting, renewals, marketing, partners, and technical teams to deliver a seamless pre‑ and post‑sales experience, co‑sell, and close opportunities. You will support customer adoption, proactively reduce churn, and participate in quarterly forecasting and territory planning. Finally, you will share win/loss insights, contribute to the sales handbook, and provide customer feedback to product teams through the public issue tracker. WHAT YOU'LL NEED You bring eight or more years of mid‑market sales experience in Japan, with a proven record of acquiring new logos and generating a robust pipeline through strategic outbound initiatives. You have a track record of penetrating greenfield territories or untapped market segments, establishing local pipelines and driving revenue growth from inception. You possess an ownership mindset, are self‑motivated, and thrive in fast‑paced, evolving environments. You balance speed with quality, moving quickly while maintaining high standards and building trusted customer relationships. You focus on customer outcomes, linking deep product adoption to long‑term revenue growth and expanded commitments. You are comfortable collaborating with cross‑functional partners and have a keen interest in modern SDLC innovations, including AI‑powered DevSecOps. Native‑level Japanese and business‑level English communication skills are required, and you must be based in Japan with full working rights. WHY REMOTE GitLab’s distributed culture is built on asynchronous collaboration, allowing teams to work across time zones while maintaining a high level of productivity. Remote work gives you the flexibility to design a schedule that aligns with your personal and professional priorities, fostering a healthy work‑life balance. Our remote‑first approach ensures that every team member, regardless of location, has equal access to resources, mentorship, and career‑advancement opportunities. BENEFITS GitLab offers a comprehensive benefits package that includes competitive health coverage, generous paid time off, a remote work stipend, and a dedicated learning budget. You will also receive a performance‑based bonus structure, equity participation, and access to global events and conferences. All benefits are designed to support your well‑being, professional growth, and long‑term success within our fast‑growing organisation.