Commercial Account Executive - Mid Market, India

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.Based in Bangalore, this role will handle both mid market and commercial-size accounts, supporting the Commercial Sales Organisation for Asia Pacific.This role will report to our Regional Director of Commercial, South East Asia and India.GitLab is the most comprehensive AI-powered DevSecOps platform for software innovation. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 40 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.The right candidate will have a proven sales track record of Commercial / Enterprise Sales. You will bring experience selling similar types of software and SaaS solutions and be truly passionate about the future of open source software.What You’ll DoMeet or exceed quota while fostering strong customer relationshipsArticulate the value of GitLab to our Mid Market prospects and customersTake ownership of and act as the CEO for the book of business in your territory:Document the buying criteria & process, next steps & ownersBuild a strong pipeline through a healthy cadence of prospecting activityProspect and close new business to expand your territoryEnsure adoption of our solutions and do your best to avoid churn and contractionWork and collaborate with our Partner ecosystem to drive new business and value for our customersCreate an accurate forecast for each quarter against your plan/budgetDrive attendance to our events, which you will be part of to further network with current and prospective customersContribute to root cause analyses on wins/losses.Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.Contribute to documenting improvements in our sales handbookCollaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales processBe the voice of the customer by contributing product ideas to our public issue trackerMaster MEDPICC and Command of the Message on all opportunitiesWhat You’ll BringA true desire to see customers benefit from the investment they make with GitLabHave a track record of breaking into new accountsDemonstrated progressive experience with Software sales through pitching on valueInterest in GitLab and open source softwareAbility to leverage established relationships and proven sales techniques for successEffective communicator, strong interpersonal skillsMotivated, driven, and results-orientedExcellent negotiation, presentation, and closing skillsPreferred experience with Git, Software Development Tools, Application Lifecycle ManagementYou share our values and work in accordance with those values.Ability to travel regularly to meet with customers in person and comply with the company’s travel policy Hiring Process Recruiter ScreenHiring Manager IVPanel IVRVP IVRemote-GlobalHow GitLab Will Support YouBenefits to support your health, finances, and well-beingFlexible Paid Time Off Team Member Resource GroupsEquity Compensation & Employee Stock Purchase PlanGrowth and Development FundParental leave Home office supportPlease note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.