Senior Commercial Account Executive - CIS (Russian Speaker)

ABOUT THE ROLE As a Senior Commercial Account Executive - CIS, you will be the primary connection between GitLab and customers based in the CIS region, selling into 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 own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. WHAT YOU'LL DO As a Senior Commercial Account Executive - CIS, your responsibilities will include: - Reporting to an Area Sales Manager and owning a broad book of businesses, from new prospects to growing existing accounts across the CIS region. - Managing the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. - Supporting prospects by clearly articulating GitLab's 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 be successful in this role, you will need: - Proven success in software sales, ideally in a mid-market or enterprise 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, an interest in contributing from diverse or transferable sales backgrounds, and willingness to travel in line with company policy. - Fluency in Russian and English. WHY REMOTE The sales team works with growing organizations across their software delivery lifecycle as they modernize how they deliver software with GitLab. As a distributed group of account executives, sales managers, and business development team members, we collaborate asynchronously across regions, running an efficient, transparent sales process and sharing what works in our sales handbook. BENEFITS GitLab offers a comprehensive benefits package, including: - Benefits and entity benefits, including health, dental, and vision insurance, and a 401(k) plan. - Flexible schedule and remote work options. - Education stipend and professional development opportunities. - Access to cutting-edge technology and tools. - Opportunities