Commercial Account Executive - Nordics

ABOUT THE ROLE As a Commercial Account Executive - Nordics, you will be the primary point of contact between GitLab and customers in the Nordic region, working with organizations of up to 4,000 team members to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform. You will be responsible for building trusted relationships, delivering meaningful business outcomes for customers, and representing the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook. WHAT YOU'LL DO As a Commercial Account Executive, you will be responsible for managing a broad book of mid-market business, from new prospects to growing existing accounts. Your key responsibilities will include: - Reporting to an Area Sales Manager and owning a broad book of mid-market business - Managing the full sales cycle for prospects, from discovery and solution alignment through negotiation and close - Supporting GitLab prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes - Analyzing wins and losses, contributing to root cause analyses, and sharing lessons learned with account managers, marketing, and technical teams - Documenting and maintaining accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline - Contributing to improving our sales handbook and processes by documenting best practices and opportunities for refinement - 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 will need: - Proven success in software sales, ideally in a Commercial sales 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 - Fluency in Swedish and English WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere and be part of a distributed team that collaborates asynchronously across regions. You will have the opportunity to work with a talented team of professionals who are passionate about helping growing organizations adopt and expand GitLab's AI-powered DevSecOps platform. BENEFITS - Competitive salary - Equity in a fast-growing company - Comprehensive health plan - Parental leave - Education stipend - Life insurance - Equipment stipend - Flexible schedule - Professional development opportunities - Opportunity to work with a talented team of professionals who